Customer Value Management focuses commercial teams on the customer outcomes that result from deciding to buy an offering. Top B2B companies recognize that business customers embarking on a buyer’s journey have a simple outcome: maximizing value. When quantified, commercial teams can work backwards from realized customer value, translating product features into customer-centric benefits, streamlining customer conversations, and identifying deliverables based on impact.
It takes two key ingredients to build and sustain a customer-centric culture based on value: the management discipline to make value a specific part of internal processes and strong programs to cultivate value management as a skill. In this white paper, we explore Value Management best practices that world-class enterprises use to make better commercial decisions, including:
- The three primary Value Management tools, and how they can be applied to make better decisions.
- How Value Management improves product innovation and launch across the entire Stage-Gate process.
- Ways that Value Management addresses the challenges facing product managers, and five disciplines to embed a value-centric culture in your product management organization.
- How to develop programs to build and sustain Value Management excellence in your organization, and the four proven objectives of every great Value Management program.
