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Product Management & Marketing Strategy: Limitations and Pitfalls in Value Mapping

Value Maps provide a useful framework that helps visualize a product’s positioning in the market.  A Value Map is a two dimensional graph that displays product prices on the y-axis and shows product weighted value scores on the x-axis. The…

Using Value Maps: Insights that Guide Product Management & Marketing Strategy

Value Maps provide a useful framework that helps visualize a product’s positioning in the market.  In our last blog, we reviewed the reasons to engage in value mapping, discussed questions and perspectives that get Product Management teams started and reviewed some best…

What is Our Product’s Positioning? Where Are We Headed? Navigate Product Strategy with Value Maps

Physical navigation has come a long way in 500+ years.  Instead of envisioning the edge of the world, the disembodied voice on our iPhone saves us from traffic, telling us to turn left at the next intersection. The technology of…

Q&A: The Top Key to Success in Price Negotiations

Joanne Smith is the President of Price to Profits Consulting, formally the DuPont Corporate Head of Marketing and Pricing, and the author of two books. She focuses on helping B2B companies transform their pricing performance. At DuPont she was instrumental…

Empower B2B Segmentation to Improve Pricing Performance: Execute on Account-based Marketing [Part 5]

The effective execution of well-designed, profitable segmentation is the holy grail of pricing.  As consumers and as business buyers, we all face tiered pricing as we choose between different offerings that add or subtract product and/or service features. Most well-structured…

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