The B2B elements of Value

The B2B elements of Value

1. 40 Fundamental Elements of Value

   • Table stakes
     • Meeting specfications at acceptable price
       • Easy to measure
   • Functional
     • Economic or product performance needs
   • Individual
     • Individual priorities
     • Carrer related
     • Subjective
   • Ease of doing business
     • Types of value
       • Subjective judments
   • Inspirational
     • Improve custumers vision of future
   • The much elements
     • Pay off
     • Likelihood
       • Purchasers recomendation

2. Elements Analyis

   • Helps
     • Managers
       • Where to focus
   • Bechmarking
     • Company´s value proposition
       • VS
         • Competitors
   • Talk with costumers
     • Understand experience
   • Ways to increase vale
     • Daylong ideation sessions
   • Refine, Test, Learn
     • Assess best ideas
   • Apply the acid test
     • Re-evaluate how to stack up with
       • Competitors

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