Many B2B products are sold through distribution chains. Rather than buying directly from the original manufacturer, the end user buys from a value-added reseller (VAR), who sources the product through a distributor, who is partnered with the ...
Your customer’s success matters. It determines the value they place on your own products and services. Changes in economic conditions can have a big impact on how your customer sees the value of your offering.
As described in an earlier ...
Value communication involves telling an economic WIFM (what’s-in-it-for-me) story to a customer about your product. To be more precise, telling multiple versions of that WIFM depending on the specific stakeholder, because economic value, like ...
In an earlier post we identified a number of challenges that managers face when executing a value-based strategy. Tom Nagle and I discussed these during our recent webinar for the Professional Pricing Society. Tom, of course, is well known as ...
There’s much attention nowadays around the importance of an organization adopting a value-based strategy, especially given the current economic climate. Pricing guru Tom Nagle and I recently spoke to a group of managers interested in this ...
I was taught in business school that superior execution usually trumped superior strategy. The premise being that big ideas can only succeed with the right attention to details. Or, as I think Thomas Edison once was suppose to say, "genius is ...
