Whitepapers

Delivering Value Pricing Through B2B Sales Teams
While pricing teams establish what to charge for products, it is up to the sales teams to take the prices to the customer. All too often the disconnect between the two functions leads to a customer purchasing a product at a discount.  To avoid this loss of revenue and decrease in margins, pricing and sales need to align using customer value.
 
Download "Delivering Value Pricing Through B2B Sales Teams", by Mike Wilkinson, Co-founder of Axia Value Solutions and author of The Challenge of Value, and get insights on:
 
- The 7 challenges of value that hinder collaboration between pricing and sales
- How to use the Value Triad  (revenue gain, cost reduction, and emotional contribution) to understand and communicate value
- How to align pricing and sales using the 5 C’s of value
 
Customers don’t buy because they don’t – or won’t - understand your value. Download Delivering Value Pricing Through B2B Sales Teams, and close the disconnect between pricing and sales in order to help customers understand your value. 
8 Ways Spreadsheets Undermine Profits, Growth & Customer Value
Pricing is too important to leave to spreadsheets.
 
Getting the price right is vital to the survival of any business. Particularly for enterprises that primarily sell to and service other companies, where relationships can become quite sophisticated with considered sales, recurring revenues and complex transactions. The ability to methodically increase pricing power based on convincing value propositions is invaluable to sales and margin growth strategies. Surprisingly, though, many enterprises still primarily use error-prone spreadsheets for critical functions like price setting and analysis.
 
Download 8 Ways Spreadsheets Undermine Profits, Growth & Customer Value and learn how best-in-class B2B enterprises are replacing cost-plus and competitive based-pricing practices using spreadsheets, with value-based pricing and cloud software.
 
Read the white paper and get insights on:
- The 8 traps that enterprises encounter when using spreadsheets for pricing 
- The significance of value-based pricing
- The benefits of using software solutions built for value-based pricing
- How the cloud is making enterprises more nimble and able to achieve greater profits
Get your copy today, so you can increase profits and growth by ditching spreadsheets and moving to value-based pricing and the cloud.
Emerging from the Great Recession: 8 Keys to Driving Profit Growth and Customer Value from the C-suite

There was a dramatic difference in how successful CEOs and CFOs responded to the downturn and a dramatic difference in the resulting pricing and profitability of those companies that shifted their focus from market share to profitability. Download Emerging from the Great Recession: 8 Keys to Driving Profit Growth and Customer Value and learn how companies successfully emerged from the great recession using value-based strategies. 

Price vs Value Management - Know the Difference

Pricing software has evolved immensely in its use and sophistication over the past twenty years.  It can enable a firm to implement and enforce complex pricing policies, can enable a sales rep to justify price based on value, and can track whether what customers pay is actually what they agreed to in a contract.  But, contrary to what a vendor may claim, pricing software will not necessarily make your business more profitable.  

Parker Hannifin's Best Practices for New Product Pricing

In a recent webinar, Improving the Value Propositions for New Products, Dick Braun described Parker Hannifin's WinStrategy, which transformed the company into a top-tier financial performer in the manufacturing industry. Key to its success was elevating strategic pricing as a corporate initiative taken seriously from the CEO on down. An important component to WinStrategy is Winovation, a value-based process during the product development phase that allows Parker to truly capture their value through price.

How To Measure Value

The ability to measure and communicate value will help to neutralize your customer's obsession with price and give you sales team an edge on future negotiations. But how do organizations quantify value? This is a basic question for marketers and sales professionals that are seeking to sell on value and rely less on price. Using customer and competitive insights, we've developed a proven step-by-step process to enable organizations to express, in economic terms, how they are able to deliver superior customer value.

"Betting the Farm" in New Product Development

A customer service software company latest product represented a "bet the farm" strategic decision. Enhancements to functionality and user interface were supposed to differentiate it.  However, the initial value model showed a huge negative value to their customers due to retraining costs and lost productivity as veteran agents learned a new technology.  Using the LeveragePoint application, management uncovered this surprise early, and uncovered additional, and much more powerful value drivers that allowed them to prove positive value to their customers. 

Introducing a New Product in Tough Economic Times

Laurie Andriate is Vice President & General Manager of Grace Davison Materials & Packaging Technologies - Americas. In 2008, as Chief Marketing Officer of Grace Construction Products, Laurie was instrumental in deploying LeveragePoint for Value Management to drive the W.R. Grace performance mandate to accelerate growth through innovative products. Recently, we had an opportunity to talk with Laurie about the impact of LeveragePoint on her business.

Linking Price and Value to Expand Share and Capture Profits

Do your products and services deliver higher value than the competition?  Make the most of  your differentiation by linking price and value to set better prices and solidify your competitive position.  The click is ticking and your competiors are catching up.

Read how a supply chain software company was able to achieve a 15% price premium over its closest competitor by linking price and value.

Extending the Product Life Cycle in Specialty Chemicals

New product development has been identified by industry leaders as the most important opportunity for embedding value-based strategy to maximize customer value and profit.  However, specialty chemical companies continue to face key challenges, including the commoditization of products, intense price competition, rising input costs, and relentless pressure from powerful procurement groups.

Selecting a Pricing Software Solution

The pricing strategy domain has matured since 1980 when the first edition of the classic, The Strategy and Tactics of Pricing was published. Today, B2B companies aspiring to improve profitability through pricing can seek expertise from one of several consultancies as well as more than a half-dozen software solutions. Or, they may decide to build in-house capability by hiring certified pricing professionals from the Professional Pricing Society. Given these various options, what considerations should be taken into account in choosing a pricing solution?