Guest Post by Stephan Liozu
Here is a very unique scenario. You are in the middle of building your value model for a new product or service and you realize you have a dozen potential drivers of positive differentiation you can ...
Guest Post by Ian Smith, Originally Published on 4/28/13
The WSJ headline article screamed off the page. IBM results had disappointed. The shares dropped 8%, that’s $19billion in real money! The main reason sighted for the ...
How do you quantify the economic value that you provide to customers? Leading B2B companies adopt a value-based pricing strategy, grounded in understanding how you create more value for customers with differentiated products and services. And ...
Leading B2B companies know and understand how to effectively sell the value of their products to customers. Yet selling multiple products or modules together to create complete solutions for the customer presents its own unique set of ...
Follow Up From April 2013 Webinar with Chris Provines
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Q: Since evidence will be a big driver of value and trials are costly, do we see emergence of other ...
Follow Up From April 2013 Webinar with Chris Provines
To view our webinars and other resources please visit our Resource Center.
Q: What are the top 1-2 things that manufacturers need to be aware in terms of the new value-based purchasing ...
Guest Post by Stephan Liozu
Value modeling requires teamwork. Best practices show that this exercise demands the involvement of several functions in the organization: marketing, pricing, sales, finance, innovation, R&D, ...
Follow Up From March 2013 Webinar with Harry Macdivitt
To view our webinars and other resources please visit our Resource Center.
Q: What advice do you have about using data to quantify customer impact? Do you need to have the ...
Follow Up From March 2013 Webinar with Harry Macdivitt
To view our webinars and other resources please visit our Resource Center.
Q: What advice do you have for reeling in smaller customers who have been given aggressive pricing, ...
In last week’s webinar “Incorporating Value in Your Stage Gate Process”, Dr. John Hogan of Value Management Advisors discussed his value-based framework for improving product development processes. Of course, no process can guarantee success, ...
