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...

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 primer on...

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...