Targeted Product Development & Value Modeling
Value Management is usually used in downstream business activities. Value models help companies to communicate their differentiated value, negotiate prices with customers and to find and target ...
Economic Value Estimation and Return On Investment
How do models of economic value such as Economic Value Estimation (EVE) compare with financial measures such as return on investment (ROI)? Some people think of them as being interchangeable, ...
Finding the Customer’s Value in Mold Reduction!
Recently I was reminded yet again that value is both a simple yet subtle concept. We were reviewing a value model created by one of our client's marketers for a new construction product that is ...
Paddling Up the Value Waterfall
The pricing waterfall is a classic and widely used framework for understanding and managing transaction pricing. It illustrates the drop (like a waterfall) between an official list price and the ...
Eastman Uses Economic Value Estimation™ to Understand the Value of New Polymer for its Customers
Eastman Chemical Company chose "The results of insight™" as a tagline to summarize and capture their focus on marrying innovation and solutions that work. They are referring to their deep ...
“Pricing Leadership: Navigating through Tumultuous Times” by John Hogan
John Hogan, management consultant, author, and LeveragePoint advisor, recently delivered a keynote at the Professional Pricing Society’s annual conference in Orlando in October. The talk on ...
Frame Value from the Customer’s Perspective
Your Price Metric Should Reflect How Your Customer Uses Your Solution To Create Value
One key to a successful pricing strategy is to use an appropriate frame of reference, one that resonates ...
Freemium – How to Price Your Product for Free
Can you believe that there is a wrong way to price a free product? That premise sounds a bit counter-intuitive. Giving it away should be the easiest pricing strategy to implement. Actually, ...
Everybody Has a Pricing Problem
Yesterday I attended the MassTLC annual Innovation unConference with hundreds of other professionals from the region’s high technology community including luminaries like Dan Bricklin and Bob ...
Leveraging a SaaS Value Story
Software-as-a-Service (SaaS) and more generally cloud computing are now widely accepted as a perfectly viable IT strategy for large and small enterprises alike. There are even services companies ...
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