Developing a Value Mindset for Successful B2B Value Transformations

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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