Every product has a price tag, but you never see a “value tag”. A value tag tells the customer “what’s it worth for me?” to buy the product. Economic theory says that customers are willing to ...
The best B2B enterprises win by selling differentiated products and offerings. They win profitably by realizing prices that reflect the customer value of their differentiation. They win ...
There are times when even features themselves can seem intangible. Benefits arising from a feature like fuel efficiency seem easier to identify than benefits arising from a feature like “brand." ...
In our experience, it is very easy to overlook important nuances in the relationships between features, benefits and value drivers. These relationships can either be one-to-one, one-to-many, or ...
Let me open this post with a very direct statement: Value-based Pricing is not just a pricing strategy. It is a go-to-market strategy. It is a customer-focused approach that touches ...
Intangible value drivers (often considered “soft” value drivers like brand, quality, or reliability) are critical factors in the B2B product design, pricing, and sales process since these ...
Question:
How do I create complex value driver formulas?
Answer:
One of the great advantages of using LeveragePoint for your value modeling (vs. spreadsheets, for example) is the ...
Whenever B2B enterprises build new functionality into products they should seek to improve overall customer success metrics. To more fully understand how improvements impact customers, ...
Maps capture our attention in a way that words never will.
Before Columbus, sea monsters drew our eyes away from rough inaccurate shorelines.
Excitement over map reading in the automotive ...
When B2B professionals talk about “intangible” value, they often refer to so-called “soft” value drivers like brand, quality, or reliability. Despite these being critical differentiators for B2B ...
