Warning: Cannot use a scalar value as an array in /var/www/leveragepoint/wp-includes/class.wp-scripts.php on line 486

Confessions of a Spreadsheet-Aholic: Does TCO Support Strong Value Propositions?

“Total” is a good word. Whether or not you like Arnold Schwarznegger movies.  Whether or not you’re a Valley Girl. “Total” conveys a sense of comprehensiveness.  Like you’ve thought of everything. It’s the main reason that “Total Cost of Ownership”…

Confessions of a Spreadsheet-Aholic: Quantified Customer Value Propositions without the Alphabet Soup

I always liked speaking in abbreviations.  When I was a rookie, it was a great way to show off.  It let co-workers know I’d learned the ropes.   And if they fired me, I could always get a job at…

Confessions of a Spreadsheet-Aholic: Avoid the ROI Traps in B2B Customer Decisions

By: Peyton Marshall, CEO LeveragePoint Being a CFO has its perks.  One of them is that you get to ask hard questions. I ought to know.  I used to be a CFO. When you sign the checks, it’s acceptable behavior…

Confessions of a Spreadsheet-Aholic: Customer Value Methodology Debates Miss the Point

Have you ever been in a bar fight with an academic? They kick. They bite. They knee you where it hurts. Debating an expert with strong attachments to his or her methodology can get ugly. I ought to know. I…

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…

Ready to Dive In?


If you’d like to talk more about LeveragePoint’s Value Proposition tool, we’d welcome the opportunity to speak with you. We will listen to your needs, and help you understand if the tool is right for you.


We use cookies to provide you with a better onsite experience. By continuing to browse the site you are agreeing to our use of cookies in accordance with our Cookie Policy.

The cookie settings on this website are set to "allow cookies" to give you the best browsing experience possible. If you continue to use this website without changing your cookie settings or you click "Accept" below then you are consenting to this.