Stay ahead with customer value thinking.

In today's fast-paced and technology-driven world, businesses have access to a plethora of marketing channels and methods to promote their brand. While this presents an opportunity to reach a wider audience, it also means that competition is fierce and businesses need to find new ways to stand out.

Having a clear, well-defined and unique value proposition is essential for standing out in a competitive market. However, simply understanding the concept is not enough to create one for your business.

Support your customers by delivering measurable value and strong value communications

When resorting to discounting is an organization’s go-to renewal strategy, the lack of a value management practice is likely the culprit. Today’s buyers are looking for business partners. If your organization can deliver quantifiable value data that is easy to understand, both you and your buyers can benefit. In his analysis of a survey performed by Dimensional Research, Peter O’Neill highlights the importance of value management as a service to customers.¹

Today, I’m talking about relating to the management and prioritization of marketing programs in the context of a potentially strong recession. At this stage in the game, you are surely in the process of asking yourself how to improve the “bang for the bucks” and how to maintain a rich opportunity funnel. Considering the high chance that your company will reduce headcount and refocus on the core, it is expected that the priorities are going to change. The key question now is what stays in the toolkit and what gets sidelined for the time being. We are back to the “do more with less” frame of...

Understanding and communicating the unique value your business provides can maximize your marketing impact at all stages of the customer journey. In fact, companies who clearly understand and share the value they deliver have a greater chance of reaching new, untapped customers and markets. And as prospects become customers, the value you measure and communicate can generate additional revenue through deepening that relationship and turning existing customers into your advocates and sales ambassadors. Our “How to Maximize Marketing Impact with Customer Value Management” white paper explores...

With the recent changes in the economy, companies are consistently trying to find ways to stay on top. There are companies offering the same services for a lower price and that presents open room for competition. How are you going to compete with a company that offers the same service for a lower price? Figuring out how to differentiate your approach can be challenging but at the end of the day, it will be rewarding. When you’re competing with your competitors, think about the ways you can stand out. Don’t get sucked into trying to just compete with companies just because they’re performing...