by Sam Klaidman | Feb 9, 2015 | Customer Value Creation
Businesses want to differentiate themselves from current and future competitors. If you only think about the product, standard components, open source software, and Google Search make that problematic. However, when you add your service business into the equation, you...
by Sam Klaidman | Jan 12, 2015 | Customer Value Creation
Introduction According to a recent ATKearney Report, the Medical Device industry has been enjoying a 5 percent average annual growth rate and margins in the 23 to 25 percent range. However, because of fundamental changes in the medical purchasing environment, it is...
by Sam Klaidman | Nov 17, 2014 | Customer Value Creation
Did you ever really wonder why global businesses are spending billions of dollars annually to improve customer experiences? Well, it’s not because they want to remove stress from their customers’ lives. Actually, it may be for that reason but their ultimate...
by Sam Klaidman | Oct 20, 2014 | Customer Value Creation
Many bloggers, including me, are writing about how important it is to create customer value. We talk about segmentation, employee engagement, solutions, and value pricing. Unfortunately, we forget about the other side of the coin – things we do to destroy customer...
by Sam Klaidman | Oct 13, 2014 | Customer Value Creation
The world is changing. People in sales roles always worry about asking too much money for their products or services. They are concerned that no matter strong their offer is, the prospect will fixate on cost and only buy on price. Because that has been true almost...
by Sam Klaidman | Sep 1, 2014 | Customer Value Creation
Definition of Customer Value We define customer value as the tangible and experiential (emotional) net improvements (benefits minus costs) to customer outcomes resulting from using or owning the supplier’s products and services, compared to all alternatives. You must...
