Defining value from a customer’s point of view requires enterprises to look at quantifiable and intangible value of products. In his recent webinar, “Delivering Value Pricing Through B2B Sales ...
“Why don’t customers buy? Frequently the reason they don’t buy is because they do not understand or appreciate the value that we can deliver to them,” explains Mike Wilkinson, Co-founder and ...
“Value is a mystery...We do not define value. Our customers define value. Our job as a business, and as a sales team is to solve the value mystery,” explains Mike Wilkinson, Co-founder and ...
Q: What is the purpose of Multi-Year, and how do I use it?
A: For many B2B products, a standard representation of economic value (or “Basic” Value Model in LeveragePoint, as seen below) is ...
Insights from Dr. Thomas Nagle
There was a dramatic difference in how successful CEOs and CFOs responded to the Great Recession and a dramatic difference in the resulting pricing ...
By Aaron Williams, Software Developer, LeveragePoint
Editor’s note: At LeveragePoint, the concept of value-based pricing is important to every member of the company. In this blog ...
By: Peyton Marshall, CEO LeveragePoint
Being a CFO has its perks. One of them is that you get to ask hard questions.
I ought to know. I used to be a CFO.
When you sign the checks, it’s ...
As I explained in an earlier post, Economic Value Estimation (EVE)® has uses for the pricing, product development/management, sales, and marketing areas of a B2B enterprise. EVE models help ...
Before we go ahead and start developing features for the high-value, high impact stories we need to stop and look at the bigger picture. As we covered in part 1 of this series, taking 6-12 ...
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 ...
