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Linking Price And Value To Expand Share And Capture Profits

What’s in this case study? Do your products and services deliver higher value than the competition? Make the most of your differentiation by linking price and value to set better prices and ...

Extending the Product Life Cycle In New Product Development

What’s in this case study? New product development has been identified by industry leaders as the most important opportunity for embedding value-based strategy to maximize customer value and ...

Introducing A New Product In Tough Economic Times

What’s in this case study? Laurie Andriate is Vice President & General Manager of Grace Division Materials & Packaging Technologies - Americas. In 2008, as Chief Marketing Officer of ...

“Betting The Farm” In New Product Development

What’s in this case study?   A customer service software company's latest product represented a "bet the farm" strategic decision. Enhancements to functionality and user interface were ...

Addressing B2B Sales Challenges: Using Value Propositions As An Effective Sales Tool

What’s in this whitepaper? The application of training and technology to improve sales outcomes is a big business. With all the tools available, do sales reps actually use them? Do sales tools ...

Customer Value Propositions In B2B Sales: Successful Strategies For Organizational Deployment

What’s in this whitepaper? The best B2B enterprises win by selling differentiated products and offerings. They win profitably by realizing prices that reflect the customer value of their ...

Release Notes: June 2016

June 2016   New for this release:   Improved usability for Comparisons and Tables. Users can now use Search functionality to select variables when creating Comparison charts ...

Increase Your Revenue from B2B New Product Launches

Why do 3 out of 4 new products fail? This is truly a sobering statistic considering that companies invest billions bringing new innovations to market. Even more concerning is that the new ...

Tackling the 7 Challenges and Unleashing the Power of B2B Value

How does a B2B business become a value-focused organization? What sometimes seems to be forgotten is that the pursuit of a value orientation involves a lot more than just the sales force. ...

Release Notes: May 2016

May 2016   New for this release:   Improved value proposition loading times. Now larger, complex value propositions come up faster than ever. Improved Salesforce.com ...

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