Digital Value Propositions
Create, Communicate and Capture Value
Value Propositions provide key reasons why customers should buy, as well as quantified estimates of what this is worth, giving sales the confidence to negotiate win-win deals.WATCH VIDEO
Using Value Tools to Support Value-based Selling
Once you have dollarized customer value and prepared your first Value Propositions, the next question becomes: what do you do with them? Value-based marketing programs are created to support value-based selling.REGISTER
Value Strategies Blog
Exclusive Insights from Industry Experts
The Value Strategies Blog has quickly become a go-to source of information for B2B professionals interested in bringing a collaborative approach of customer value to their organization.SUBSCRIBE
Price vs. Value Management
“A failure to understand value…will result in a disconnect between what product teams are building, what pricing teams are pricing, what marketing is communicating, and what sales teams are selling, leading to fewer profitable sales and poorer financial performance.” – Dr. Thomas NagleREAD MORE
See How LeveragePoint Helped These Clients
LeveragePoint respects our clients' privacy; customer names are confidential.
I have never felt so confident going into a deal at list price.
Determining the right pricing for some of my new solutions monopolizes my time, especially when we have nothing to compare against in the market. LeveragePoint has shown me how to better analyze the economic impact each solution will make on my clients’ bottom lines, and I usually find that I would have underpriced my solutions without LeveragePoint.
One of my clients notified us that they would be leaving us at the end of their contract. We then put a team together to use LeveragePoint to visually show the client the financial value of their relationship with us. The LeveragePoint discussion in conjunction with consulting services and other relationship rebuilding activities kept this client in our portfolio, and this client has increased their spend with us by over 50%.
All of my Product Managers will complete a LeveragePoint value analysis before releasing their solutions in the market. We just cannot afford not to use LeveragePoint.
Some of our solutions have complex technical functionality which presents significant challenges when meeting with business decision makers. LeveragePoint helps me to quickly develop a presentation to translate technical features into a business case.
Overall we estimate a 2-4% increase in gross margin on all new projects/offers dealt with.
Featured White Paper
How to Put a Value Tag on Your Product
Economic theory says that customers are willing to pay more for products that deliver them higher value. If every product in the world had a value tag, then selling products would be much simpler than it is today. But few, if any, do and that’s because most sellers think that calculating value is too difficult. Actually, calculating the economic value of your offering is easier than you think.
Generate B2B Value Propositions for Sales Team Adoption
Value Propositions help sales early in the sales cycle to prepare for calls, build sales confidence, qualify opportunities and engage customer executives. They help sales and presales work together as they highlight differentiation, focus on the customer not the product, design better customized solutions and collaborate with the customer to agree on a business case to buy. But generating Value Propositions that are adopted is an acquired skill that takes strong attention to sales and presales clarity and usefulness.
Featured Blog Post
Nailing the Successful New Product Introduction
We product managers currently manage to hit the nail on the head ONLY 1 out of 4 times with new product introductions. In other words, 3 out of 4 product launches FAIL to hit their revenue goals and some do quite badly. Can our performance really be that horrible? I’m sorry to say that multiple studies verify this fact.
LeveragePoint for Your Business
Serving B2B Companies Like You
Top B2B companies in the specialty chemical, manufacturing, high technology, healthcare, and software & services industries utilize LeveragePoint to build and execute their value-based strategy.
Deliver higher revenue and margin growth
Demonstrate the value of your differentiation
Increase top-line revenue and qualified opportunities
Drive the value of your products in healthcare
Software & Services
Validate ROI of solutions that reduce risk and increase profit