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...
Blog
May 15, 2013
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...
April 29, 2013
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,...
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,...