Resources

Value Maps For Customer-Centric Product Strategy

The strategic landscape for commercial teams has become increasingly complex.  C-suites in great organizations understand that they need to implement and enforce planning disciplines that provide customer insights and require strategic perspectives.  Successful enterprises strive to improve the tools and…

Value Maps for Product Management: Understand Your Differentiation and Competitive Positioning

VIEW FULL RECORDING BELOW Value Maps are a widely utilized tool in B2B and B2C Product Management strategy. They provide a simple framework that help teams understand their product’s differentiation and competitive positioning. Value Maps are applied in a number…

Common Missteps Product Managers Make About Value and How to Avoid Them

VIEW FULL RECORDING BELOW Why do 3 out of 4 new products fail? Well, a leading cause is related to value. This is a sobering statistic considering that companies invest billions bringing new innovations to market. Even more concerning is…

Quantifying and Selling the Value of Intangibles

View full recording below! Intangible value drivers, such as brand, quality, or reliability may be critical differentiators for B2B companies, yet many organizations don’t try to quantify them in tangible monetary terms. Some ignore them, some are afraid of them,…

Can Your Sales Team Sell Your Solution’s Value? Can You?

What’s in this whitepaper? Value-based selling goes deeper than qualitative “Why Us” messaging. Understanding quantitative and financial value from a customer’s perspective improves the clarity and specificity of qualitative value messages, and improves the quality of commercial strategy and decisions….

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