Quantified Value Propositions
How to quantify the real value you provide
Our research shows that only 5% of companies have financially quantified Value Propositions and developing them will differentiate your company. Even if you have little differentiation, the very act of financially quantifying the benefits will give you an advantage over your competitors.
This course is for anyone interested in understanding value more deeply and especially for anyone dealing with customers in the business-to-business (B2B) sector.
It consists of 8 Modules:
- Module 1: Introduction
- Module 2: Define the target market
- Module 3: Identify buyers
- Module 4: Added Value Analysis (Part 1)
- Module 5: Added Value Analysis (Part 2)
- Module 6: Financial Qualification
- Module 7: Categorize
- Module 8: Communication to Target Customers/Markets
We are confident that by completing this course you will have the potential to earn thousands of extra dollars from customers by translating your offers into solid monetary terms that demonstrate the real contribution you make to their profitability.
Professor Malcolm McDonald
Until 2003, Malcolm was Professor of Marketing and Deputy Director of Cranfield University School of Management, with special responsibility for e-Business.
Grant has been involved in the software and IT services industries for over 20 years in Europe, USA, India, Middle East and Australia. He has worked as a CEO, Managing Director, Sales and Marketing Director and Non-Executive Director
PreviewModule 1: Introduction (20:18)
StartModule 2: Define the target market (10:28)
StartModule 3: Identify Buyers (11:32)
StartModule 4: Added Value Analysis (Part 1) (7:07)
StartModule 5: Added Value Analysis (Part 2) (6:19)
StartModule 6: Financial Qualification (6:50)
StartModule 7: Categorize (10:37)
StartModule 8: Communication to Target Customers/Markets (14:11)