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Five Key Factors for Deploying a Successful Value-based Pricing Strategy

For B2B enterprises that choose a Value-based Pricing strategy, perhaps their biggest organizational challenge is embedding best practices into the actions, decisions and behaviors of their cross-functional teams. Consistent execution is where ...

Building Strategic B2B Pricing Based on Customer Value

Creating a pricing strategy can't just be an afterthought to a marketing strategy.  And it requires more information than is available from “price management” software, which focuses on enabling better transaction management but provides little ...

4 Steps to Begin Implementing Value-based Pricing

The notion that implementing a Value-based Pricing strategy is an arduous multi-year process isn’t necessarily accurate. In working with B2B enterprises we find that the process can often times take a matter of months as opposed to years, ...

How B2B Pricing and Sales Teams Can Work Together

Insights from "Delivering Value Pricing Through B2B Sales Teams" Presented by Mike Wilkinson A salesperson in a room full of Global Pricing Directors, Strategic Pricing Managers, Value Analysts and the like, surely feels a little ...

Confessions of a Spreadsheet-Aholic: EVE – Wielding a Versatile Tool for Clear Customer Math

Until smartphones and mobile devices appeared, the list of Universal Tools was pretty short. A Swiss army knife was always near the top. When I was a kid I saved up and bought the only kind of Swiss army knife you could get back then. It was ...

Partner Post: Sales Negotiations: Know and Quantify Your Switching Costs

Editor's Note: This post originally appeared on Chris Provines' blog. For more information on Chris, please visit his website.   I’ve had a number of conversations recently with sales leaders facing aggressive buyers and price ...

July Tool Tip: Adding Additional Information and Supporting Documents to Models

Q: Where can I store additional information or attach supporting documents to my model? A: There are two ways to store additional information about a value model: on the individual elements of the value model, and on the value model itself. ...

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 ...

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 Langley.  Alphabet soup was the language of ...

Understanding Quantifiable and Intangible Value from the Customer’s Perspective

Defining value from a customer’s point of view requires enterprises to look at quantifiable and intangible value of products. In his recent webinar, “Delivering Value Pricing Through B2B Sales Teams,” Axia Value Solutions' Co-founder Mike ...

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