Customer Value Inc

Description

What is your product worth to your customer? In an article just published in the Journal of Revenue and Pricing Management , Bradley T. Gale and Donald J. Swire provide a blueprint for developing a customer-eye perspective on what your product is worth. Implementing Strategic B2B Pricing: Constructing Value Benchmarks describes in detail how to measure performance the way your customer sees it, how to assess how your product stacks up to the competition, and how to relate that performance assessment to going rates in the market.

Your customers have alternatives. You may truly believe that your product is worth a million dollars, but your customers will think twice about spending a million if the competition is charging half that. So the first lesson of market-value pricing is that the worth of a product is determined by your customers as they compare your product to alternatives on the market.

Customer Value, Inc. (CVI), founded in 1991 by Dr. Bradley Gale, is a consulting, training, and software-leasing firm that helps business teams working in product management, new-product development, Market-Value Pricing, and product marketing to develop successful product strategies. CVI helps clients align their people and product lines with customer needs --to outperform competing offers on the key buying criteria that customers use when choosing a product.

Understand product, service, and pricing issues that are keeping your business from achieving its potential. Identify and prioritize opportunities for improving the value that customers perceive in your product. Craft a winning value proposition that builds on your product's unique strengths. Set prices to capture the full value of your competitive advantages.

Understand the true strengths and weaknesses of your product offer, and identify opportunities that can make your product more competitive.

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