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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 ...

5 C’s of Value Selling and Value Pricing

“Why don’t customers buy? Frequently the reason they don’t buy is because they do not understand or appreciate the value that we can deliver to them,” explains Mike Wilkinson, Co-founder and Director of Axia Value Solutions and co-author of ...

How B2B Pricing and Sales Teams Can Overcome The 7 Challenges of Value

“Value is a mystery...We do not define value. Our customers define value. Our job as a business, and as a sales team is to solve the value mystery,” explains Mike Wilkinson, Co-founder and Director of Axia Value Solutions and co-author of the ...

June 2014 Tool Tip: Benefits of Multi-year Analysis

Q: What is the purpose of Multi-Year, and how do I use it? A: For many B2B products, a standard representation of economic value (or “Basic” Value Model in LeveragePoint, as seen below) is more than enough to help make a variety of strategic ...

Sustaining Exceptional Profitability through Value Management

Insights from Dr. Thomas Nagle There was a dramatic difference in how successful CEOs and CFOs responded to the Great Recession and a dramatic difference in the resulting pricing and profitability of those companies that shifted ...

Startups – Create Your First Value Proposition in Under an Hour – Part 4 Calculating Differentiated Value (minutes 20 – 40)

By Aaron Williams, Software Developer, LeveragePoint Editor’s note: At LeveragePoint, the concept of value-based pricing is important to every member of the company. In this blog post, one of LeveragePoint’s software developers, ...

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 to ask tough questions. About ...

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