Are You Assessing & Quantifying Customer Value?

Very few businesses UNDERSTAND how much value their products create for their target customers.

VALUE CREATION is the foundation of any pricing strategy and requires a deep understanding of how products and services create value for your customers. Understanding value created by a product requires intimate knowledge of your customers’ needs. This deep understanding of customers’ needs translates your product’s FEATURE into a customer BENEFIT which then can be translated into a VALUE DRIVER.

A value driver is a customer benefit that has a quantifiable worth for a customer segment. These drivers have a direct economic impact on your customer’s costs and revenues, on their bottom line.

Economic Value Estimation (EVE®) is a powerful model for assessing customer value. It quantifies the amount of monetary value that is created by an offering for a customer segment compared to their next best alternative.

Businesses are recognising that they need to QUANTIFY in monetary and emotional terms the value that they create for their customers and that is exactly what we are doing together. This approach is a game changer.

Change is happening in many businesses and you don’t want to be left behind selling on price.