LeveragePoint advisor Tom Nagle recently put up a post on the Harvard Business Review's blog.
"A clash of the titans will erupt on Saturday when Apple releases its iPad: it will be Amazon, ...
On March 9th, I'll have the pleasure of co-hosting a webinar with Dr. Tom Nagle for the Professional Pricing Society. The title is "Getting Your Organization Aligned Around Value." Tom will ...
Value Management is usually used in downstream business activities. Value models help companies to communicate their differentiated value, negotiate prices with customers and to find and target ...
How do models of economic value such as Economic Value Estimation (EVE) compare with financial measures such as return on investment (ROI)? Some people think of them as being interchangeable, ...
Recently I was reminded yet again that value is both a simple yet subtle concept. We were reviewing a value model created by one of our client's marketers for a new construction product that is ...
The pricing waterfall is a classic and widely used framework for understanding and managing transaction pricing. It illustrates the drop (like a waterfall) between an official list price and the ...
Eastman Chemical Company chose "The results of insight™" as a tagline to summarize and capture their focus on marrying innovation and solutions that work. They are referring to their deep ...
John Hogan, management consultant, author, and LeveragePoint advisor, recently delivered a keynote at the Professional Pricing Society’s annual conference in Orlando in October. The talk on ...
Your Price Metric Should Reflect How Your Customer Uses Your Solution To Create Value
One key to a successful pricing strategy is to use an appropriate frame of reference, one that resonates ...
Can you believe that there is a wrong way to price a free product? That premise sounds a bit counter-intuitive. Giving it away should be the easiest pricing strategy to implement. Actually, ...