In our January 2013 webinar, "Maximizing ROI In Product Development", presented by Dr. Stephan Liozu, he shared his framework of integrating ROI in new product development (NPD) processes. Below is part 1 of a 2-part extended Q&A session with webinar participants. Click here to watch the recording and get a copy of the presentation slides. Click here to read Part 2 of the Q&A.
Q: What is the key stumbling block to maximizing ROI in new product development?
A: The biggest one that I've...
Blog
January 24, 2013
January 09, 2013
Assessing customer value is not an easy proposition. Difficulties in assessing customer value remain the number one barrier to successful value modeling and is often cited as the most difficult step of the process. However, there are customer research methods and techniques that exist and can help you in this difficult process. Each method has its strengths and limitations. In 1993, a group of researchers led by Anderson and Jain conducted a study to identify the use and familiarity of these...
December 19, 2012
In Part 2 of a two-part post, we address several great questions from the webinar attendees based on the challenges they face when quantifying value. Click here for Part 1.
Q: Other than Quality and Expertise, what are other typical intangible values?
A: In our experience, the most frequently mentioned "intangibles" that companies differentiate themselves are brand or industry reputation, expertise, and quality. Other intangible differentiators include innovation, diversity, global-reach,...
Q: Other than Quality and Expertise, what are other typical intangible values?
A: In our experience, the most frequently mentioned "intangibles" that companies differentiate themselves are brand or industry reputation, expertise, and quality. Other intangible differentiators include innovation, diversity, global-reach,...
December 13, 2012
In this week's webinar "Quantifying Value: Working Through the Math", Ed Arnold and Roberto Rivera shared their hands-on customer experience in dealing with common value quantification issues. Two issues they focused on this time were: 1) how to quantify so-called "intangibles" like brand-image; and 2) how to quantify the "value-add" of a bundled offer (versus giving a discount). We plan to address more of these value quantification challenges in future webinars because of the high turnout and...
December 11, 2012
Willingness-to-pay is a critical element of value management and value-based pricing. Whether you are conducting pricing research or trying to model your value proposition, you need to be able to understand and measure your customers’ willingness-to-pay for your products and services before you actually set the final price for them. The discussion typically happens during the price setting process or towards the end of the innovation process. Willingness-to-pay is indeed an important dimension...