Finding Hidden Economic Value
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." ...
How to Avoid Missing Value Links Between Features and Benefits
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 ...
Value-based Pricing is More than a Pricing Strategy!
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 ...
4 Common Types of Intangible Value Drivers That Can Differentiate B2B Offerings
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 ...
September 2014 Tool Tip: Creating Complex Value Driver Formulas
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 ...
Delivering Value Faster Using Agile Development and Lean Startup Methods Part 3: Customer Success Metrics
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, ...
Confessions of a Spreadsheet-Aholic: Using Value Maps in B2B Product Positioning
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 ...
3 Steps to Quantify Intangible Value
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 ...
August, 2014 Tool Tip: Real-time Remote Collaboration
Q: Can I collaborate in real time on a value model with a colleague who is working remotely or in another office?
A: Yes, multiple people can open the same value model at the same time. This is ...
Making Customer Value Central to Product Innovation
B2B enterprises that are most advanced in value-based pricing strategy embed understanding customer value in their innovation process. Innovation is important, but not the kind that involves ...
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