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B2B Customer Value: Building Fluency for Conversations in the Customer’s Language

Format: Whitepaper

Posted in Empower Sales Conversations, Quantify Customer Value

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What’s in this whitepaper?

Good organizations speak to their customers in their own language. Great organizations speak and think their customer’s language internally when they formulate strategy and make decisions concerning product design, pricing, as well as sales and marketing communication. Download B2B Customer Value and get insights on:

  • Ways to embed and scale value across an organization
  • Considerations when choosing a framework to quantify customer value
  • Key differences between TCO and EVE as orgranizational frameworks for customer value
  • Best situations to use ROI, EVE, or TCO to communicate value to customers

ABOUT THE AUTHOR, PEYTON MARSHALL

Peyton Marshall

Peyton Marshall, Ph.D. is CEO of LeveragePoint. Previously, he served as CFO and Acting CEO at PanacosPharmaceuticals, Inc., CFO of EPIX Pharmaceuticals, Inc. and as CFO of The Medicines Company through their initial public offering and commercial launch of Angiomax®. Previously, he was an investment banker in London at Union Bank of Switzerland, and at Goldman Sachs where he was head of European product development. He has served on the faculty in the Economics Department at Vanderbilt University. Dr. Marshall holds an AB in Economics from Davidson College, and a Ph.D. in Economics from the Massachusetts Institute of Technology.

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