Q: Since evidence will be a big driver of value and trials are costly, do we see emergence of other types of evidence being accepted to demonstrate value?
A: Part of this goes to, what is the product or solution, who is ultimately paying, and what are you asking for in terms of a price premium? Obviously there's a connection between your value proposition, the price that you are trying to capture, and the amount of evidence you want to invest in to prove that. ACO and other models will evolve,...
Blog
April 29, 2013
April 23, 2013
In last Thursday's popular webinar, "Quantifying and Capturing Value In the Age of Healthcare Reform", Chris Provines joined us to discuss how the Accountable Care Act (ACA) will impact all healthcare suppliers, as well as share best practices for growing your business in this changing healthcare landscape. Below we recap the first half of the interactive Q&A session that concluded the live webinar. Part two will be posted later this week.
Q: What are the top 1-2 things that manufacturers...
Q: What are the top 1-2 things that manufacturers...
April 10, 2013
Value modeling requires teamwork. Best practices show that this exercise demands the involvement of several functions in the organization: marketing, pricing, sales, finance, innovation, R&D, operations and others when needed. By working together, teams converge to reach consensus on value driver measurement models, the level of driver economic value and the value messages for every stakeholder. Convergence is critical for collaboration between functions and managing the complexity of value...
April 02, 2013
Last week Harry Macdivitt of Axia Value Solutions joined us to discuss how to capture the value of your products and services. In part one of the interactive Q&A he shares his thoughts on avoiding discounting and training salespeople how to sell value. Below he answers the audience's questions on using data to quantify value, how to quantify buyer emotions, and selling to government.
Q: What advice do you have about using data to quantify customer impact? Do you need to have the precisely ...
Q: What advice do you have about using data to quantify customer impact? Do you need to have the precisely ...
March 28, 2013
In our recent webinar, "How to Grow Profitably by Capturing Value", Harry Macdivitt shared best practices for uncovering underlying customer needs, and delivering value propositions that convincingly demonstrate why customers should buy from you. Part one of the interactive Q&A session is recapped below, and click here for part two.
Q: What advice do you have for reeling in smaller customers who have been given aggressive pricing, without losing their business?
A: Ultimately, you get what...
Q: What advice do you have for reeling in smaller customers who have been given aggressive pricing, without losing their business?
A: Ultimately, you get what...