Companies striving to create and capture customer value must quickly realize that they sell more than just a product. Failing to do so forces a company into an unsustainable trap of price pressure and margin compression as competitors find ways to match new features and customer continue to negotiate on price. A more sustainable approach to creating true differentiation starts by gaining a deep understanding of the customer’s value outcomes and how they make money and then creating solutions that align to the customer’s business model.
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Value Based Pricing
June 23, 2016
Value Based Pricing
May 10, 2016
If you’re doing business for profit, somewhere along the way you must be attempting to provide some form of value to your customers. If you’ve achieved any amount of success, your customers must be experiencing that value.
However, the question to consider is: Are you offering the right kind of value? And is it sustainable?
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Value Based Pricing
May 04, 2016
In many organizations, marketers find it difficult to earn a seat at the adult’s table where real decisions are made and strategies are developed. They’re often left scrounging for the support and resources they need to truly add value.
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Value Based Pricing,
Team Capability Building
April 27, 2016
We regularly help our clients develop value propositions for their brands and products. Simply stated, a value proposition is a promise that articulates why a customer should buy from you. But, as any seasoned marketer will tell you, there’s nothing simple about it.
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Value Based Pricing
April 19, 2016
Value propositions are one of the most important contributions marketers make to the growth of their businesses. These critical promises compel customers to choose your offering over the offerings of your competitors. But how is creating a value proposition different for B2B vs. consumer businesses?
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Value Based Pricing
April 12, 2016
We’ve spent a lot of time in the last month discussing why a Quantified Value Proposition (QVP) is one of the most effective marketing and sales tools you can invest in creating, and exactly how to go about doing so . But, assuming you’ve already put in that time and effort and you have a beautiful, functional QVP in hand, now what do you do with it?
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Value Based Pricing
April 06, 2016
In Part One of this article, we laid the groundwork by introducing the creation process, discussing how to frame the Quantified Value Proposition (QVP) to be more valuable to your customer, and describing how to locate the necessary data to create it.
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Value Based Pricing
March 29, 2016
The importance and practical value of a Quantified Value Proposition (QVP) has been well established over the last few weeks’ posts. Now it’s time to eliminate any mystery around the actual research that goes into creating a QVP, which we’ll cover in the next two articles.
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Value Based Pricing
March 22, 2016
Over the last two weeks, we’ve covered an introduction to what the Quantified Value Proposition (QVP) is, why it’s important to businesses that want to stand out from the fierce competition they’re facing, and how to go about creating one.
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Value Based Pricing
March 08, 2016
Considering the importance of the quantified value proposition (QVP), the actual process of developing it could be one of the most valuable initiatives your company undertakes this year.
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