Developing a Value Mindset for Successful B2B Value Transformations

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Value and Pricing Transformations are often slowed down or impacted by the lack of mindset change across the organization. To make changes irreversible, the development of a value mindset across the organization is essential. Institutionalizing a growth mindset for value ensures assimilation of pricing and value practices as part of the deployment of new strategies and tactics. But what is a mindset and how do you change it? How do you operationalize best practices to create and develop a value mindset?

Successful B2B organizations can discover their differentiation of value, and use customer Value Propositions to motivate change. Viewers of Developing a Value Mindset for Successful B2B Value Transformations will learn:

  • Typical change barriers with value transformations
  • Key success factors in value transformations
  • What a mindset is and how to motivate people to positively adopt change
  • Best practices in changing the mindset for superior value
  • How accelerating a value mindset transformation increases revenue
  • Why CXOs prefer a value mindset from suppliers’ sales professionals


Stephan Liozu

Stephan Liozu

Stephan M. Liozu is Chief Value Officer of the Thales Group. He is also an Adjunct Professor & Research Fellow at the Case Western Research University Weatherhead School of Management. Stephan holds a Ph.D. in Management from Case Western Reserve University (2013), an MS in Innovation Management from Toulouse School of Management (2005), and an MBA in Marketing from Cleveland States University (1991). He is a Certified Pricing Professional (CPP), a Prosci® certified Change Manager, and a Strategyzer Business Model Innovation Coach. Over the past few years, Stephan published academic articles in the Journal of Revenue & Pricing Management, Business Horizons, MIT Sloan Management Review, and Industrial Marketing Management. He has also written several articles on strategic pricing issues for the Journal of Professional Pricing and is a regular presenter at Professional Pricing Society conferences in Europe and North America as well as the Strategic Account Management Association conferences.

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