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B2B enterprises across industries seek to create customer value by investing in the development of newer and better solutions for their customers. However, success is often elusive once these offerings hit the market. In industrial markets, the failure rate for new products or services is remarkably high, as many companies lack an organization-wide focus on customer value. By embedding value in the entire go-to-market process – from new product development and management to post-launch marketing and sales execution – B2B companies can deliver innovations to the market that customers are willing to pay a premium for.
Companies that excel at value management are 36% more profitable than those that do not. In this webinar, Todd Snelgrove shares best practices in incorporating value quantification and communication into the innovation process. During the session, he will share actionable strategies and real-life examples of value management successes and failures, drawing on over two decades of first-hand experience.
