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

by | Jul 19, 2016

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

Peyton Marshall

Peyton Marshall is CEO and Chairman of the Board of LeveragePoint where he works actively with successful B2B enterprises in implementing value selling. For 15 years he served in senior management roles in healthcare products and IT companies, having been CFO and Acting CEO of Panacos Pharmaceuticals, Inc., CFO of EPIX Pharmaceuticals, Inc. and CFO of The Medicines Company through their initial public offering and the commercial launch of Angiomax®. Before that, he was an investment banker for 12 years 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 of the Economics Department at Vanderbilt University. Dr. Marshall holds an AB in Economics from Davidson College and a PhD in Economics from MIT.
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