Here is a very unique scenario. You are in the middle of building your value model for a new product or service and you realize you have a dozen potential drivers of positive differentiation you can choose from. This is great problem to have but it can create some issue with how to select the most appropriate value drivers for your value model.
It is typically recommended to use a maximum of three to five drivers for a specific value model. So how to pick three or five from a list of twelve...
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May 21, 2013
May 15, 2013
The WSJ headline article screamed off the page. IBM results had disappointed. The shares dropped 8%, that’s $19billion in real money! The main reason sighted for the disappointment – sales staff had failed to close a number of valuable software and hardware deals. It seemed a little ironic to me that Ms. Rometty ran the sales teams before becoming CEO about 18 months ago.
What had happened? Speaking on a video message to her staff, she stated – “ We were too slow to understand the value and...
What had happened? Speaking on a video message to her staff, she stated – “ We were too slow to understand the value and...
May 13, 2013
How do you quantify the economic value that you provide to customers? Leading B2B companies adopt a value-based pricing strategy, grounded in understanding how you create more value for customers with differentiated products and services. And quantifying tangible value drivers such as reduced inventory costs, or increased revenue through faster time to market can be simple enough, but what about the value drivers that are not as easy to measure? How can you quantify (and justify) the value of...
May 07, 2013
Leading B2B companies know and understand how to effectively sell the value of their products to customers. Yet selling multiple products or modules together to create complete solutions for the customer presents its own unique set of challenges. In return for giving you, the supplier, all of their business, customers expect a volume discount. But in fact, for many vendors, the ability to offer complete solutions to customers can be an important competitive differentiator. And instead of...
May 07, 2013
According to a recent PDMA study, 76% of a new product launches do not achieve their intended ROI. Why? In today's challenging economic business environment and increased pressure on increasing revenue, gross margins, profitability and continued product innovation, how can enterprises improve their success rate for new products? We see "best of breed", innovative companies driving product managers towards quantifying their differentiated economic customer value earlier in a gate-driven new...