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Value Propositions for Your Customer Audience: ABM, ABS, and Pricing Segmentation

Format: Whitepaper

Posted in Why LeveragePoint?

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B2B marketers need ABS to succeed with ABM. B2B sales teams need content and tools that engage customers in conversations about what your solution will deliver for them. Pricing professionals need better customer insights to design and execute more profitable segmented pricing. The best commercial teams focus their organizational energy on their Value Propositions, shining the spotlight on the
audience that matters to all of them – the Customer.

In this white paper, we explore the ways that Value Propositions can and should be the core piece of content that align commercial teams on their customer audience to deliver on the potential of ABM, ABS and segmented pricing.

ABOUT THE AUTHOR, PEYTON MARSHALL

Peyton Marshall, Ph.D. is CEO of LeveragePoint. Previously, he served as CFO and Acting CEO at PanacosPharmaceuticals, Inc., CFO of EPIX Pharmaceuticals, Inc. and as CFO of The Medicines Company through their initial public offering and commercial launch of Angiomax®. Previously, he was an investment banker 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 in the Economics Department at Vanderbilt University. Dr. Marshall holds an AB in Economics from Davidson College, and a Ph.D. in Economics from the Massachusetts Institute of Technology.

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