Value is what makes your offering unique in the market
and what makes you unique in B2B markets enables customers to do things better, faster and cheaper.
and what makes you unique in B2B markets enables customers to do things better, faster and cheaper.
Your challenge:
To Capture the value of your unique differentiation
Measure value by transforming your unique differentiation into tangible revenue and/or cost improvements delivered to customers vs. the competition.
Framework for Measuring Value
- Identify and define the offering
- Select a customer or customer segment that will benefit from your offering.
- Establish the next best competitive alternative currently in the market
NOW, LET'S ANSWER A FEW QUESTIONS
- What are the key features that make your offering unique vs. the competition?
- Can you translate those features into specific benefits for the customer or segment you selected?
- Can you put yourself in the shoes of your customer in order to estimate potential cost savings and revenue improvements delivered by the offering?
CASE STUDY
How do lighting manufacturers justify price to Capture Value?
We deliberately chose a simple example of how to measure the value of a product. In your situation, the value may not be as apparent as in the example above. However, from our many years of experience we've been successful at helping organizations put a credible stake in the ground on the value they deliver to their customers. If you are trying to measure the value of an intangible benefit such as better quality our proven customer value research methodologies can help. In our world anything that delivers value can be measured, as long as we get enough inputs and buy-in from your customers. Increasingly measuring the value you deliver is becoming mandatory for long-term success in B2B markets let us help you build a powerful data driven story of how you deliver superior value vs. the competition.
Customer Value Research
How to understand and measure what customers value? |
In-depth customer interviewing is our preferred method for understanding what customers value. Our interviewing techniques focus on asking open ended questions and diving in deeper as soon as we can sense if what the customer is sharing can be tied to a business KPI. Prior to meeting with a customer, we build a series of value hypothesis based on your offering's features and benefits. This allows us to prove and test more deeply during our interactions with your customers. Please contact us if you would like to learn more about of value research techniques and experience.
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Leverage Value Insights to
Capture the value of you differentiation through price
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articulate your unique value with confidence
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