The strategic landscape for commercial teams has become increasingly complex. C-suites in great organizations understand that they need to implement and enforce planning disciplines that provide customer insights and require strategic perspectives. Successful enterprises strive to improve the tools and technology they use to navigate markets, alert to their customers’ needs and aware of their competitors’ strengths and weaknesses. Value Maps can be a great first step to provide strategic insights that help improve performance.
In this white paper, we explore the ways that Value Maps can be used to help guide business teams, including best practices, applications in multiple competitive scenarios, and common pitfalls.
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.