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How B2B Enterprises Drive Profitability with Customer Value – 4 Ways C-Suite Leadership Can Make a Difference

CEOs often look for a way to make Customers the focal point of their organization. Customer-centricity can take an enterprise to the next level. As a mindset, it can improve the performance of teams no longer in touch with, or aligned with, ...

Can You Answer 3 Simple Questions About Your Product’s Value?

Successful B2B enterprises know how to quantify the economic value they deliver to customers. You can too, as long as you answer these three simple questions. 1) What are you selling? 2) Who are you selling to? 3) Who/what is the ...

6 Steps to Quantifying the Economic Value of B2B Products

Every product has a price tag, but you never see a “value tag”.  A value tag tells the customer “what’s it worth for me?” to buy the product.  Economic theory says that customers are willing to pay more for products that deliver them higher ...

How B2B Enterprises Drive Profitability with Customer Value: Where to Start?

The best B2B enterprises win by selling differentiated products and offerings. They win profitably by realizing prices that reflect the customer value of their differentiation. They win profitably and consistently by understanding, ...

Finding Hidden Economic Value

There are times when even features themselves can seem intangible. Benefits arising from a feature like fuel efficiency seem easier to identify than benefits arising from a feature like “brand."  When faced with a situation like this, B2B ...

How to Avoid Missing Value Links Between Features and Benefits

In our experience, it is very easy to overlook important nuances in the relationships between features, benefits and value drivers. These relationships can either be one-to-one, one-to-many, or many-to-one. Take the example below. The product ...

Value-based Pricing is More than a Pricing Strategy!

Let me open this post with a very direct statement: Value-based Pricing is not just a pricing strategy. It is a go-to-market strategy. It is a customer-focused approach that touches segmentation, differentiation, communication and much more. ...

4 Common Types of Intangible Value Drivers That Can Differentiate B2B Offerings

Intangible value drivers (often considered “soft” value drivers like brand, quality, or reliability) are critical factors in the B2B product design, pricing, and sales process since these items are not easily replicated by new or low-cost ...

September 2014 Tool Tip: Creating Complex Value Driver Formulas

Question: How do I create complex value driver formulas? Answer: One of the great advantages of using LeveragePoint for your value modeling (vs. spreadsheets, for example) is the user-friendly handling of complex formulas. The key is to ...

Delivering Value Faster Using Agile Development and Lean Startup Methods Part 3: Customer Success Metrics

Whenever B2B enterprises build new functionality into products they should seek to improve overall customer success metrics. To more fully understand how improvements impact customers, enterprises need to have a good set of customer success ...

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