Assessing customer value is not an easy proposition. Difficulties in assessing customer value remain the number one barrier to successful value modeling and is often cited as the most difficult step of the process. However, there are customer ...
Ask the Expert: Follow Up From December 2012 Webinar
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Q: Other than Quality and Expertise, what are other typical intangible values?
A: In our experience, the ...
Ask the Expert: Follow Up From December 2012 Webinar
To view our webinars and other resources please visit our Resource Center.
Q: How do you get valid information that enables one to determine the true value from a customer's ...
Guest Post by Stephan Liozu and Katie Richardson
Willingness-to-pay is a critical element of value management and value-based pricing. Whether you are conducting pricing research or trying to model your value proposition, you need to be able ...
Guest Post by Ian Smith
New product development has been identified by industry leaders as the most important opportunity for capturing value and maximizing profit. The overall objective is to arrive at an appropriate launch price ...
New product development has been identified by industry leaders as the most important opportunity for embedding value-based strategy to maximize customer value and profit. However, leading companies continue to face key challenges, including ...
Value modeling is a science that cannot be improvised. Critical business decisions from product development, through marketing to pricing and sales are based on value models. Consequently, many people need to apply the proper techniques, steps ...
Guest Post by Jerry Bernstein. This was originally published in the Aug 2012 edition of 'The Pricing Advisor'
Link 3: Selling Value
The keys to selling value are:
Communicating value in language that resonates with the customer. This ...
Guest Post by Jerry Bernstein. This was originally published in the Aug 2012 edition of 'The Pricing Advisor'
Many companies want to implement value pricing, but have had limited success in achieving their goal. Many attempts at value ...
Guest Post by Stephan Liozu
Are you able to clearly articulate the value proposition for your strategy, your business model, or your products and services? Can you recite in one quick minute this value proposition, and two or three value ...