As we wind down the final days of 2021, we look back to some of our favorite videos, case studies, webinars, and blogs from the past year. Over the past twelve months, we explored ways that B2B companies are achieving commercial success through a laser focus on customer value delivered. Check out our favorite videos, case studies, webinars, and blogs below, and hear stories from experts and practitioners alike of ways to generate profitability by embedding value across the commercialization process.
1. DESIGN TO VALUE: CREATING VALUE PROPOSITIONS TO COMMUNICATE, SELL, AND GROW
When Michel van den Berge, AVP Marketing at Agilent, sought to deliver improved profitability for his business unit, he mobilized a Design to Value program that successfully embedded customer value at each stage of the commercialization process. In order to support this initiative, he turned to LeveragePoint Value Propositions to quantify and communicate customer value delivered. In this webinar, learn about the process and technology behind Agilent’s Design to Value initiative that resulted in better decision-making in the stage gate process, a transformed product portfolio, and a double-digit growth in gross margin.
2. BOREALIS ACHIEVES IMPRESSIVE RESULTS THROUGH CUSTOMER VALUE MANAGEMENT WITH LEVERAGEPOINT
As longtime proponents of value-based pricing, Borealis recently implemented a successful Customer Value Management Program across their entire go-to-market process, using LeveragePoint as their primary platform for quantifying and communicating value in their product launch, marketing, and sales processes. In this case study, learn how they was able to implement a strong Customer Value Management initiative, supported by LeveragePoint, that led to a double-digit impact on profitability.
3. WHY VALUE? THE FISERV EXPERIENCE
The best B2B organizations increase their sales velocity by focusing on customer value. By initiating value-based conversations with customers and prospects, they go beyond talking features to having conversations about the financial results they deliver. Rick Cantril, Director of Value-Based Strategies at Fiserv, and his team saw an immediate impact from understanding and quantifying their value, and having initial conversations with existing clients using interactive Value Propositions. In this video, learn how they quickly accelerated their Value Selling efforts in three initial steps, helping them increase average win rates by 10%, increase average profitability by 15%, and reduce sales cycles by 50-75%.
4. SIX STEPS TO OPTIMAL INNOVATION PRICING: UNDERSTAND AND SELL CUSTOMER VALUE
While the commercial success of a B2B product launch is dictated by number of factors, the proven financial impact of value pricing is too often left on the table. Compared to a conventional pricing approach, a well-designed value pricing strategy can increase cumulative launch margins by double digits. How can organizations elevate the role of Value Pricing and Value Selling to help achieve successful and profitable product launches? In this webinar, Nimit Mehta, Associate Partner at Bain & Company, shares a pragmatic 6-step approach for arriving at an effective Value Pricing strategy for innovation.
5. ELKEM SILICON PRODUCTS ACHIEVES 4X TARGETED PRODUCT SALES USING LEVERAGEPOINT
In the mid-2010’s, the global oil and gas industry was beset by rapidly falling prices due to a global oil glut. At the time, Elkem was launching a new intermediate offering used in drilling oil & gas wells, and having trouble generating sales. As a result, they implemented a value-based sales framework using LeveragePoint Value Propositions to improve sales outcomes. In this case study, Ole Iacob Prebensen, Global Marketing Manager – Oilfield at Elkem, shares how Elkem quadrupled new product sales in their first year of selling value.
6. DISRUPTION, COMMODITY PRODUCTS AND VALUE OFFERINGS: POST-PANDEMIC VALUE PROPOSITIONS, ACCOUNT MANAGEMENT AND PRICING
Disruption is ambiguous. Sometimes it’s good. Sometimes it’s not. Supply chain disruption is always unambiguously, painfully bad. With these disruptions becoming a widely accepted fact of life, B2B buyers now need to shop for extra value from their suppliers, not just for the lowest price. Balance is being restored to the relationship between strategic buying and strategic selling, but more collaborative conversations between buyers and sellers won’t happen automatically. In this blog, Peyton Marshall explores four key steps that will help commercial teams improve collaboration with key customer accounts.
7. OVERCOMING PRICE PRESSURE: A 5-STEP PROCESS FOR SUCCESSFUL SALES NEGOTIATIONS Q&A
On a daily basis, B2B sales reps face price pressure in negotiations and conversations with their buyers. As a result, they frequently succumb to this pressure and over-discount, resulting in reduced profits. In order to improve pricing outcomes and profitability in both the short term and long run, sales reps must develop the confidence and ability to know when and how to overcome this price pressure. In this blog, Joanne Smith, President at Price to Profits Consulting, answered audience questions from her webinar, where she explored a 5-step process for embedding pricing confidence in B2B sales teams.
8. LEVERAGEPOINT LAUNCHES VALUE REALIZATION SERIES
Elevate your value conversations. The LeveragePoint platform is built to enable collaboration, both within your organization and with your customers. In our latest video series, explore LeveragePoint’s powerful functionalities through a series of short videos designed to help users get the most out of their value conversations through the platform.
9. CHEP SAVES CUSTOMERS MILLIONS BY DEMONSTRATING CUSTOMER VALUE WITH LEVERAGEPOINT
As a market leader in the logistics industry, CHEP helps move more goods to more people, in more places than any other organization on earth. Recently, they turned to LeveragePoint to help create an easy-to-use sales tool that enables its team to share unique, quantifiable, and impactful value stories with its customers. In this case study, learn how CHEP uses LeveragePoint value propositions in sales conversions, including how the feedback from these conversations helped the North American sales team verify and refine many of their value hypotheses, improve the quality and impact of their value stories, build stronger customer engagement, and win business.
10. UNDERSTAND AND SELL YOUR VALUE: KEYS TO A SUCCESSFUL VALUE MANAGEMENT PROGRAM Q&A
Leading B2B companies sustain profitability by focusing on customer value delivered. These organizations invest in strong value management programs that align commercial teams with customer outcomes. However, many organizations that embark on the value journey fail to capture the full revenue impact of value selling. In this blog, Todd Snelgrove answered audience questions from his webinar, where he shared the keys to implementing a successful Value Management program.