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, ...
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 ...
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 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 ...
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 ...
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 ...
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 ...