Blog

Confessions of a Spreadsheet-Aholic: How Excel Slowed the Uptake of a Good Therapeutic Drug

The most important product launch of my career should have been faster. But spreadsheets got in the way. In 2001 I was CFO of a company launching a drug for use in a hospital procedure to treat heart disease.  We…

Partner Blog: Do Customers Even Care About Value?

By: Chris Provines, CEO, Value Vantage Partners Editor’s Note: This post originally appeared on Chris Provines’ blog. For more information on Chris, please visit his website. Do customers even care about value? A common compliant heard from some salespeople is…

Partner Blog: MedTech – The Growing Threat of Price and Value Transparency

By Chris Provines, President, Value Vantage Partners Editor’s Note: This post originally appeared on Chris Provines’ blog. For more information on Chris, please visit his website. U.S. Hospitals are under tremendous pressure to reduce costs, enhance quality, and improve outcomes….

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The Multiple Uses of Value Models for Pricing, Product Development, Marketing, and Sales

If your objective is to determine a value price for a new product, then using a value model can be very helpful. That seems obvious, but did you realize that value models are used for other strategic decisions too? Value…

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On-demand Webinar: How to Implement Value-based Pricing in B2B Enterprises

Did you miss this month’s webinar, “How to Implement Value-based Pricing in B2B Enterprises“? You can watch the on-demand version, and listen as Joanne Smith, former Corporate Director of Marketing and Pricing at DuPont and author of  The Pricing and…

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