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 ...
Five Key Factors for Deploying a Successful Value-based Pricing Strategy
For B2B enterprises that choose a Value-based Pricing strategy, perhaps their biggest organizational challenge is embedding best practices into the actions, decisions and behaviors of their ...
Building Strategic B2B Pricing Based on Customer Value
Creating a pricing strategy can't just be an afterthought to a marketing strategy. And it requires more information than is available from “price management” software, which focuses on enabling ...
4 Steps to Begin Implementing Value-based Pricing
The notion that implementing a Value-based Pricing strategy is an arduous multi-year process isn’t necessarily accurate. In working with B2B enterprises we find that the process can often times ...
How B2B Pricing and Sales Teams Can Work Together
Insights from "Delivering Value Pricing Through B2B Sales Teams" Presented by Mike Wilkinson
A salesperson in a room full of Global Pricing Directors, Strategic Pricing Managers, ...
Confessions of a Spreadsheet-Aholic: EVE – Wielding a Versatile Tool for Clear Customer Math
Until smartphones and mobile devices appeared, the list of Universal Tools was pretty short. A Swiss army knife was always near the top. When I was a kid I saved up and bought the only kind of ...
Partner Post: Sales Negotiations: Know and Quantify Your Switching Costs
Editor's Note: This post originally appeared on Chris Provines' blog. For more information on Chris, please visit his website.
I’ve had a number of conversations recently with sales ...
July Tool Tip: Adding Additional Information and Supporting Documents to Models
Q: Where can I store additional information or attach supporting documents to my model?
A: There are two ways to store additional information about a value model: on the individual elements of ...
Confessions of a Spreadsheet-Aholic: Does TCO Support Strong Value Propositions?
“Total” is a good word. Whether or not you like Arnold Schwarznegger movies. Whether or not you’re a Valley Girl.
“Total” conveys a sense of comprehensiveness. Like you’ve thought of ...
Confessions of a Spreadsheet-Aholic: Quantified Customer Value Propositions without the Alphabet Soup
I always liked speaking in abbreviations. When I was a rookie, it was a great way to show off. It let co-workers know I’d learned the ropes. And if they fired me, I could always get a job at ...
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