“Your competitor’s price is 25% less, if you don’t lower your price you are out.” This type of threat from a professional buyer happens almost every day. Whether you sell services, industrial ...
I have to admit that I didn’t make up the title of this post. No, I didn’t copy it from a seminar given to pharmaceutical or medical device executives. Likewise, it’s not from a recent webinar ...
CEOs often look for a way to make Customers the focal point of their organization. Customer-centricity can take an enterprise to the next level. As a mindset, it can improve the performance of ...
Successful B2B enterprises know how to quantify the economic value they deliver to customers.
You can too, as long as you answer these three simple questions.
1) What are you selling?
2) ...
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 ...
The best B2B enterprises win by selling differentiated products and offerings. They win profitably by realizing prices that reflect the customer value of their differentiation. They win ...
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." ...
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 ...
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 ...
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 ...
