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Customer Value Proposition Strategies

The document discusses substantiating customer value propositions by saving customers money, creating alternatives to competition, and demonstrating value through cost savings from reduced power usage and efficient communication between suppliers and customers.

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Mamtha Kumar
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5 views2 pages

Customer Value Proposition Strategies

The document discusses substantiating customer value propositions by saving customers money, creating alternatives to competition, and demonstrating value through cost savings from reduced power usage and efficient communication between suppliers and customers.

Uploaded by

Mamtha Kumar
Copyright
© All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PPTX, PDF, TXT or read online on Scribd

Substantiate customer value propositions

• WE CAN SAVE U MONEY!


• ROTTERDAM “FAIRY TALES”
• VALUE WORD EQUATION = POINT OF DIFFRENCE / POINT OF
CONTENTION RELATIVE TO NEXT ALTERNATIVE
• INTERGRAPHS, MILWAUKEE, ROCKWELL AUTOMATION
(lower the cost, add value, create alternatives)
• COST SAVING FROM REDUCED POWER USAGE
• SUPPLIER AND CUSTOMER IN BUSINESS MARKER COMMUNICATE
PRECISELY AND EFFICIENTLY ABOUT FUNCTIONALITY AND
PERFORMANCE
DEMONSTRATE CUSTOMER VALUE IN ADVANCE

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