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Value Based Pricing

4 Reasons a Quantified Value Proposition is Essential to Marketing Success

March 02, 2016 / by Sat Duggal

The value proposition is a well-known, almost worn out, catch phrase in marketing circles. Everyone knows what it is and that you need to make yours clear to your customer, or they have no reason to buy from you.

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Keywords: Value Based Pricing

Value Based Pricing

Let Them Win – Beating Procurement at Their Own Game

July 21, 2015 / by EMM Group

The procurement department at every one of your client organizations has one basic job, when you boil it down:

Cut purchasing costs.

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Keywords: Value Based Pricing

Delivering Value vs. Delivering Differential Value

June 19, 2015 / by EMM Group

The term “value” is probably the most overused word in business today.

Everyone claims to offer value and everyone claims their product offers the most. But, more often than not, when this term is used, it’s referring to absolute value.  In other words, what you get for your money.

Customers don’t care about absolute value because it has no real substance. It’s difficult if not impossible to define apart from price, so that’s where they tend to focus. For all intents and purposes, when a customer wants to know the “value” of their purchase, they look at the price tag, and compare based on that.

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Keywords: Value Based Pricing, Customer Experience Design

Which Marketing Framework is Right for You?

June 12, 2015 / by Sat Duggal

Your marketing framework is a visual representation of how marketing gets done in your business, highlighting a logical flow in which all the various components making up your insights, strategy, plan, tactical execution and measures work together to bring that vision to reality.  There are numerous templates available, covering “optimal” marketing deliverables of all shapes and sizes.

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Keywords: Go-To-Market, Value Based Pricing, Custom Marketing Framework, Customer Experience Design

Using Customer Value to Manage Shared Services

June 04, 2015 / by Sat Duggal

While nearly all customers would likely describe themselves as “cost-conscious,” it’s generally more accurate to call them “value conscious.” Cost is really only a means of quantifying value, after all, and customer trends consistently prove that – all other factors being equal – savvy customers will choose the product or service with the higher perceived value, even if it’s not the least expensive.

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Keywords: Value Based Pricing, Market and Data Analysis

Don't Make These 5 Mistakes in Your Organization

May 07, 2015 / by Sat Duggal

Commoditization – the reduction of your product or service to something indistinguishable from your competition, except in price – is like a cancer eating away at your bottom line.  To be realistic, there are a lot of products and services that are difficult to differentiate.  But just because it’s not easy doesn’t mean you should give up and just lower your price to try to gain sales.

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Keywords: Value Based Pricing, Custom Marketing Framework, Customer Experience Design

Fighting the Commoditization of your Products and Services

May 01, 2015 / by Sat Duggal

For many B2B enterprises, achieving and sustaining profitable growth has never been more difficult. Customers have invested heavily in procurement organizations to extract aggressive price concessions from sellers. Global competitors are emerging with new business models, lower costs, and higher quality to undermine the value proposition of incumbents. Products are perceived to be increasingly commoditized, leading customers to demand lower prices for undifferentiated offers.

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Keywords: White Papers, Value Based Pricing

Value Based Pricing

3 Principles for Great Customer Experience

March 26, 2015 / by EMM Group

In our last post, we discussed why customer experience is such a vital part of your marketing mix.

To take it a step further, let’s now consider some best practices that you can start applying right now to create a powerful customer experience in your own company.

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Keywords: Customer Segmentation, Value Based Pricing, Custom Marketing Framework, Customer Experience Design, Team Capability Building, Market and Data Analysis

Go-to-Market and the Customer Value Discussion

November 10, 2014 / by Sat Duggal

We were recently with the cross-functional team of a leading industrial manufacturer working on the go-to-market strategy for one of their new products. As we watched the team create their offering value proposition, we realized the extent to which the product features were driving the discussion, rather than the customer needs. Reflecting on this later, we identified what drives this all-too-common tendency. They were developing a value proposition for a product that was ready to be launched after several years and millions of dollars of NPI investments. At this stage in the product launch, they were not starting with customer needs. They were starting with what the product could do and working backwards to find customer needs that would match those abilities.

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Keywords: Go-To-Market, Value Based Pricing, Customer Experience Design