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December 20, 2012
In Part 2 of a two-part post, we address several great questions from the webinar attendees based on the challenges they face when quantifying value. Click here for Part 1.
Q: Other than Quality and Expertise, what are other typical intangible values?
A: In our experience, the most frequently mentioned "intangibles" that companies differentiate themselves are brand or industry reputation, expertise, and quality.  Other intangible differentiators include innovation, diversity, global-reach,...
December 14, 2012
In this week's webinar "Quantifying Value: Working Through the Math", Ed Arnold and Roberto Rivera shared their hands-on customer experience in dealing with common value quantification issues. Two issues they focused on this time were: 1) how to quantify so-called "intangibles" like brand-image; and 2) how to quantify the "value-add" of a bundled offer (versus giving a discount). We plan to address more of these value quantification challenges in future webinars because of the high turnout and...
December 11, 2012
Willingness-to-pay is a critical element of value management and value-based pricing. Whether you are conducting pricing research or trying to model your value proposition, you need to be able to understand and measure your customers’ willingness-to-pay for your products and services before you actually set the final price for them. The discussion typically happens during the price setting process or towards the end of the innovation process. Willingness-to-pay is indeed an important dimension...
November 27, 2012
New product development has been identified by industry leaders as the most important opportunity for capturing value and maximizing profit. The overall objective is to arrive at an appropriate launch price that truly reflects the fair share of the differential value created for the customer. Otherwise, the launch will fail to meet its financial targets. To accomplish this difficult task, product development must adopt an approach that incorporates a value-based strategy, taps into the...
November 20, 2012
New product development has been identified by industry leaders as the most important opportunity for embedding value-based strategy to maximize customer value and profit. However, leading companies continue to face key challenges, including the commoditization of products, intense price competition, rising input costs, and relentless pressure from powerful procurement groups. 
To deal with these challenges, product development must adopt an approach that: a) incorporates a value-based pricing...

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