Once you have created valuable products for your target market, it’s time to generate demand and prepare to secure orders at value-based prices. To do that you must communicate your product's pricing in the context of the value it creates for your customer. This guide...
Free Library Catagory: Value-Based Strategy
Browse Value-Based Strategy Resources
How to Validate Your Value Model
Value-based strategy affects everything that you do to define, create, market, and sell products. Pricing, sales training, market requirements, market segmentation, competitive positioning, roadmap development, value-based strategy affects them all. But do you know...
Your Customers Don’t Buy Technology
Maybe you're one of the lucky ones. Your target market overwhelmingly chooses you over the competition because of your clear technical advantage. Maybe you're not so lucky. Your target market overwhelmingly chooses the competition, despite your clear technical...
Capital Equipment Value Models: Part II
This is the second of a two-part series on capital equipment value models. For part I click here. In last month's post, I explained how the economics of virtually all capital equipment purchasing decisions can be described using a value metric derived from the...
Capital Equipment Value Models: Part I
This is the first of a two-part series on capital equipment value models The economics of virtually all capital equipment purchasing decisions can be described using a value metric derived from the comprehensive value expression for capital equipment. (For a...
Book Excerpt: The Value Metric
Excerpt from Get Your Price!: Value-Based Strategy for Capital Equipment Companies It’s time to turn the concept of value into some hard numbers. In the preceding chapters, you learned three important value-based strategy principles: Capital equipment value is pure...
How a Value-Based Strategy Saved a Company
Their newly designed deposition system was ready to start shipping just as the market was taking off. Customers couldn't get enough of them. In just eighteen months, they sold eighty units at over $4M a pop. Nearly three times more than anyone had forecasted. They...
My Favorite Value Strategy Books
I've been blogging and writing books about how to implement a value-based strategy in capital equipment companies for more than ten years. In my writing, I have strived to give you fat-free, how-to approaches to create and capture customer value. I didn't invent the...
Are You Making this Value-Selling Mistake?
Underling, "My customers always ask me about price early in the sales cycle. What should I do?" Seasoned sales guy, "Avoid bringing up price for as long as possible. Make sure that the customer understands all of our advantages first. Keep the conversation focused on...