Free Library Catagory: Value-Based Strategy

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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...

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...

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...

Book Excerpt: Capital Equipment Companies Have It Easy

Excerpt from Get Your Price!: Value-Based Strategy for Capital Equipment Companies The idea that capital equipment makers have it easy can be hard to swallow. After all, capital equipment companies are subjected to Vertigo-inducing market cycles, Constantly changing...

Pricing Matters: This Tool Ensures Yours is Value-Based

When your product manager tells you the price you that should expect for your new product, how do you know if it’s a value-based price? What about when an account manager asks for pricing approval to close an important deal? Is the price he’s showing you a value-based...

Finally Value-Based Pricing Defined in Practical Terms

The term "Value-Based Pricing" gets tossed around all the time. It suggests better pricing. It suggests pricing that reflects the value that you provide your customers. But what exactly is it? Wikipedia defines it this way: Value-based pricing (also value optimized...