LeveragePoint Solution Value Proposition
LeveragePoint for Value Management is designed for B2B companies who negotiate with customers on sales. Our collaboration platform integrates tools with customer and competitor data, enabling your company to meet growth and margin expectations.
- Win more sales, more profitably by negotiating on value
- Gather real-time market intelligence on your competitors
- Sharpen your products’ value propositions
Unlike other enterprise solutions such as pricing management software or large consulting engagements, LeveragePoint provides compelling content that helps you win the negotiation around your product's value, not price, and can be deployed immediately at a fraction of the cost.
How LeveragePoint Works
LeveragePoint is based on the industry’s leading pricing methodology pioneered by Dr. Tom Nagle and Dr. John Hogan of the Strategic Pricing Group. We have distilled over twenty years of hands-on client strategy experience into our value management software suite.
Challenge: Managing Value Across Organizational Silos
A recent pricing capability benchmarking study (“Building a World-Class Pricing Capability” by John Hogan, Monitor Group Perspectives is available here.) concluded that the most successful companies that implemented a value-based pricing strategy earned operating profits 24% higher than their industry peers. However, the key to success was both having a value-based strategy AND strong execution capabilities.
For many companies the key challenge to value-based strategy execution is breaking through functional silos. Strong execution depends on product development, pricing, marketing and sales collaborating on communicating the right value messages to customers.
| Product Development | Pricing | Marketing | Sales | |
 |
Design profitable offers perceived as "good value" by customers | Drive adoption of value-based pricing practices throughout the entire enterprise | Develop compelling value messages to support the value proposition | Negotiate deals based on value-based principles |
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Value-add features and services add more to cost than customers are willing to pay | Are constrained by limited time and resources to meet the demands of other stakeholders | Not providing compelling value message to support the value proposition | Sales force lacks the customized content to justify pricing |
Until recently, the only viable solutions available for enterprises were either price management software or major consulting engagements. Both have their virtues as well as limitations
- Price management software coordinates pricing policy and analytics, but not the ability to identify, quantify, and sell value
- Consulting engagements are often ineffective in transferring their expertise after the engagement ends
LeveragePoint provides the missing execution piece that can be integrated into both solutions. And for organizations that have not done either, LeveragePoint provides a relatively fast and inexpensive way to implement an enterprise solution.
Getting your Organization
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LeveragePoint for Marketing Strategy
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