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Leveraging a SaaS Value Story

Software-as-a-Service (SaaS) and more generally cloud computing are now widely accepted as a perfectly viable IT strategy for large and small enterprises alike. There are even services companies ...

Are Value Maps Leading you Astray?

Everyone agrees that value is critical to business and that we should sell based on the value we provide and buy based on the value the purchase will create. But value can be a hard thing to ...

A Tough Year For Software: Thoughts on Driving Growth and Margin

A Guest Post by Tom Lucke It’s been a tough year for the software industry.  Enterprise IT budgets have been slashed, corporate layoffs have reduced the need for incremental seat licenses, ...

Managing Value Across Distribution Channels

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 ...

Value is Dynamic (And Depends on Your Customer’s Business Situation)

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 ...

Value Footprints and the Eye of the Beholder

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 ...

Using Economic Value Estimation (EVE) to Execute a Value-Based Strategy

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 ...

Challenges in Executing a Value-Based Strategy

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 ...

Strategy Execution

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 ...

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