“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 supposed to differentiate it. However, the initial value model showed a huge negative value…

Parker Hannifin’s Best Practices For Pricing New Products

What’s in this whitepaper? In a LeveragePoint Webinar, Improving the Value Propositions for New Products, Dick Braun described Parker Hannifin’s WinStrategy, which transformed the company into a top-tier financial performer in the manufacturing industry. The key to its success was…

Price Vs. Value Management – Know The Difference

What’s in this whitepaper? Most companies only address price management when developing a pricing strategy. The goal of price management is to ensure that your sales and distribution organization is actually doing what you want them to do with regard…

Unraveling The Mystery Of Intangible Value

What’s in this whitepaper? Brand, quality or reliability may be key differentiators for B2B companies, yet many organizations do not try to quantify them in tangible monetary terms. The task of quantifying intangible value is doable for any manager willing…

Emerging From The Great Recession: 8 Keys To Driving Profit Growth And Customer Value From The C-Suite

“Focus on customers, not products. Focus on profitability, not market share.” -Dr. Thomas Nagle What’s in this whitepaper? The best companies are moving beyond improving pricing one transaction at a time to developing an overarching pricing strategy that is value-based…

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