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The 4 Components of an Economic Value Estimation (EVE®) Model

As I explained in an earlier post, Economic Value Estimation (EVE)® has uses for the pricing, product development/management, sales, and marketing areas of a B2B enterprise. EVE models help professionals in those areas quantify the amount ...

Delivering Value Faster Using Agile Development and Lean Startup Methods Part 2

Before we go ahead and start developing features for the high-value, high impact stories we need to stop and look at the bigger picture. As we covered in part 1 of this series, taking 6-12 months to build a software solution is too risky. But ...

What is Economic Value Estimation (EVE)?

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 ...

May 2014 Tool Tip: Customizing Sales Conversations

Q: How can we customize the interface for use in front of customers in sales conversations? A: You can use custom templates to bring your value proposition to life. Completely customize the look and feel of your sales interface to reflect ...

5 Reasons Why Your Next New Product Launch Could Be a Flop

    Editor's Note: This post originally appeared on Chris Provines' blog. For more information on Chris, please visit his website. Let’s face it, businesses of all types and sizes are under constant pressure to innovate. One of ...

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 used to be an academic. Worse ...

Startups: Create Your First Value Proposition in Under an Hour Part 3 – Comparing Your Offering Vs. The Next Best Competitive Alternative (minutes 10 – 20)

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, Aaron Williams, provides insights on value-based pricing for ...

5 Key Lessons for Implementing Value Selling

“All the vendors’ solutions are roughly the same, it now comes down to price.” For suppliers, hearing this from customers is usually a sign of trouble. In B2B markets, it could simply be a negotiation ploy. Often it is a smart procurement ...

Partner Post: Collaboration between Innovation and Pricing Teams: Insights from the 2013 State of Value-based Pricing Survey

In the age of greater focus on innovation and customer value, one of the questions that remains unanswered is how much collaboration is required between the innovation and the pricing teams to achieve greater pricing power for innovative ...

Partner Post: Price Negotiations – Remember Loose Lips Sink Ships

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. “Loose Lips Sink Ships” is a phrase that originated on ...

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