Value Quotes and The Papers Behind Them

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What Is Value Creation and Value Communication in a Value-based Pricing Strategy

As we noted in an earlier post, a successful value-based pricing strategy involves five components. Those effective strategies incorporate customer value with the value management elements of  value creation and value communication.  So what exactly are these elements? Value creation involves…

5 Components of a Value-based Pricing Strategy

The reason why many companies fail to capture superior profitability, even after buying price management software and implementing tight pricing over 12 months, is because they fail to implement a value-based pricing strategy that centers on customer value. To be…

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4 Areas Where Customer Value Can Improve New Product Development Success

The problem facing product managers is stark as based on evidence from a PDMA benchmark study, 76% of all new product launches fail to meet their revenue targets. But there are ways to increase the success of launches by incorporating…

Converting a Product Teller To a Value Seller

Follow Up from July Webinar with Tim Rowlands and Greg Wagner To view our webinars and other resources please visit our Resource Center. Q: How do you convert a price and product teller to a consultative value seller? Tim: If…

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