What Is B2B Customer Value?
Customer value is the economic worth a B2B product or service offering provides relative to a reference alternative, such as a competing offering or the status quo. It pulls together the two or three most important differentiating elements of your offering and presents them to the customer in terms of memorable, persuasive financial value drivers.
Customer Value Overview
IN EVERY COMMERCIAL DECISION.
B2B organizations with a strong value focus go beyond product-centric marketing collateral and sales training. They embed customer value at every commercial decision-point. New products and product features are developed based on improving financial outcomes for customers. Marketing creates well-designed Value Propositions that communicate differentiated financial value to their target audiences. Sales teams communicate this value through engaging presentations that paint a value vision, emphasizing the economic impact of their offering. Value Propositions are a central tool leading B2B commercial teams use to align their decision-making with customer value.
Customer Value Quantification
Convey Customer Value With Value Propositions
In this whitepaper, learn why strong Value Propositions are the ideal vehicle for communicating customer value in sales conversations, as well as best practices for deploying them.
Grow Customer Value Through Packaged Offerings
DESIGN, PRICE & SELL PACKAGED B2B SOLUTIONS.
In this white paper, we use case studies to explore the six main reasons to pursue a bundling strategy, common pitfalls, and an eight-step framework for designing great packaged offers that maximize customer value.
INCREASE YOUR B2B SALES
LeveragePoint is a cloud solution that aligns product, pricing, marketing, sales enablement and sales teams around creating, communicating, and capturing value. Our tool allows these teams to collaborate internally around building a value-based strategy that can be transformed into dynamic value propositions that sales can use to clearly communicate the value of your offering from the very first sales call.