Value Net Model
Flevy
MAY 7, 2024
The model identifies 4 key types of players: Customers Suppliers Competitors Complementors Each player type holds strategic implications for organizations, influencing their operational and strategic decisions.
Value Centers
Customer Think
DECEMBER 4, 2022
Unilever was preferred for edible oil in retail because they phased out non-sustainable production of palm oil, and their procurement of such oils from sustainable conscious suppliers increased the cost. Customers were willing to pay for this and selected Unilever for their effort. The above are just a few examples of value centers.
Suppliers 
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What is the value chain? Value chain definition, model, and examples
Zendesk
MARCH 21, 2022
A direct activity might be reaching out to suppliers for new raw materials. Looking again at the direct activity—reaching out to suppliers for new raw materials—the indirect activity to support it might be keeping an updated log of supplier contact information. What are they charging? How far away are they? Operations.
Supply Chain 98
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Semiconductor Industry Value Chain: Deep Dive
Flevy
JUNE 27, 2024
Procurement and Supplier Management: Managing relationships with suppliers and ensuring the availability of high-quality materials. By optimizing each component of the Semiconductor Value Chain, organizations can drive value creation , enhance customer value, and achieve sustained success in a highly competitive market.
Supply Chain 52
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E-Commerce Industry Value Chain: Deep Dive
Flevy
JUNE 16, 2024
Legal and compliance ensure adherence to regulations, cybersecurity management protects against threats, sustainability and environmental management foster eco-friendly practices, and vendor and partnership management maintain strong relationships with suppliers and partners. Let’s dig deeper into some of the primary activities.
Supply Chain 52
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Shifting Gears: Transforming Traditional Automotive Software Delivery in the Digital Age
Planview
OCTOBER 2, 2024
By adopting Value Stream Management (VSM), companies can optimize workflows, enhance collaboration, and maintain a laser focus on delivering customer value. A value stream encompasses the entire process from product conception to customer delivery and feedback.
Electric Vehicle (EV) Ecosystem Value Chain: Deep Dive
Flevy
JUNE 15, 2024
By conducting a comprehensive value chain analysis, organizations can identify strengths and areas for improvement, ensuring the EV ecosystem value chain operates efficiently and effectively, ultimately driving value creation and enhancing customer value.
Supply Chain 52
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Retail Industry Value Chain: Deep Dive
Flevy
JUNE 26, 2024
As consumer preferences rapidly evolve and competition intensifies, organizations must continuously refine their value chains to enhance efficiency, reduce costs, and create superior customer value. Sourcing and Procurement: Acquiring raw materials and finished goods from suppliers.
Retail 52
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Customer Centricity Starts with Curiosity and Leads to Organic Growth
Luminas Strategy
AUGUST 20, 2024
They expect a consumer-grade experience, demanding that suppliers prioritize their unique needs at every turn. This shift is dictating a strategic move toward a heightened commitment to customer centricity. You’re going to have to do more than list “customer focus” as a core value.
Organization 52
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Implementing and Using Dynamic Pricing in B2B: A Path to Thriving in the Digital Age
QYMATIX
MARCH 19, 2024
The Trust-Loyalty Nexus in Dynamic Pricing Customer trust and loyalty are the lifeblood of B2B sales , but implementing dynamic pricing can be perceived as a double-edged sword in this context. Customers value transparency and consistency. Dynamic pricing, when managed effectively, can achieve both.
B2B 52
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Chemicals Industry Value Chain: Deep Dive
Flevy
JUNE 10, 2024
Customer support and technical services enhance customer value and foster long-term relationships. Download an in-depth presentation breaking down all the Chemicals Value Chain activities here. Customized packaging solutions also help in reducing shipping costs and protecting product quality during transit.
Supply Chain 52
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Digital Health Industry Value Chain: Deep Dive
Flevy
JUNE 14, 2024
By conducting a comprehensive value chain analysis , organizations can identify strengths and areas for improvement, ensuring the Digital Health Value Chain operates efficiently and effectively, ultimately driving value creation and enhancing customer value.
The Secret Ingredient of Revenue Management
Luminas Strategy
DECEMBER 12, 2022
Keith Pigues At the center of pricing and revenue management (two very important topics for every business, large or small) is the matter of Customer Value Management. The first component of customer value management is customer value creation – the amount of value a supplier’s offering creates-for or provides-to a customer.
Management 52
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Consumer Packaged Goods (CPG) Industry Value Chain: Deep Dive
Flevy
JUNE 12, 2024
By conducting a comprehensive value chain analysis, organizations can identify strengths and areas for improvement, ensuring the CPG Value Chain operates efficiently and effectively, ultimately driving value creation and enhancing customer value.
Supply Chain 52
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Consumer Electronics Industry Value Chain: Deep Dive
Flevy
JUNE 11, 2024
By conducting a comprehensive value chain analysis, organizations can identify strengths and areas for improvement, ensuring the Consumer Electronics Value Chain operates efficiently and effectively, ultimately driving value creation and enhancing customer value.
Supply Chain 52
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Renewable Energy Industry Value Chain: Deep Dive
Flevy
JUNE 25, 2024
By conducting thorough value chain analysis, organizations can identify key areas for efficiency improvements and value creation, enhancing their overall competitiveness and customer value. Download an in-depth presentation breaking down all the Renewable Energy Value Chain activities here.
Supply Chain 52
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Equipped for the Inevitable: The Owens Corning Story
Luminas Strategy
JULY 27, 2023
In a company meeting it was boldly declared: “The fundamental reason this corporation exists is to create value for its customers.” Everyone believed that Owens Corning had been creating customer value for a long time, after all, they’d been in business since 1938. After all, this is how real improvement is made.
Implementing and Using Dynamic Pricing in B2B: A Path to Thriving in the Digital Age
QYMATIX
MARCH 19, 2024
The Trust-Loyalty Nexus in Dynamic Pricing Customer trust and loyalty are the lifeblood of B2B sales , but implementing dynamic pricing can be perceived as a double-edged sword in this context. Customers value transparency and consistency. Dynamic pricing, when managed effectively, can achieve both.
B2B 40
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The Straightforward Guide to Value Chain Analysis
Hubspot Sales
NOVEMBER 16, 2018
This is how materials and resources are gained from suppliers before the final product or service can be developed. And technology can be used in various steps of the value chain to gain an advantage over competitors by increasing efficiency or decreasing production costs. Value Chain Analysis Example. Inbound Logistics.
Why is value-based selling so important?
Mercuri International
MARCH 8, 2022
Value-based selling has been around for more than 30 years and is still as relevant as ever. When Mercuri Research recently surveyed the most important challenges for business leaders, customer value orientation came out on top, just as it did in our last survey 5 years ago.
Suppliers 52
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Logistics & Transportation Value Chain: Deep Dive
Flevy
JUNE 19, 2024
Supply Chain Management: Coordinating and managing the entire supply chain from suppliers to customers. Partnership and Vendor Management: Maintaining strong relationships with suppliers and partners. Customer Service and Support: Providing support and services to customers before, during, and after the sale.
The Importance of Co-Creating Value with Every Strategic Customer
Account Manager Tips
JULY 6, 2022
You and your client become co-collaborators, co-producers and co-benefactors of value. 20 ways to encourage value co-creation with your customers The research paper explains 20 ways to encourage value co-creation. Constructive customer participation. Clarify roles and tasks. Commitment to common goals.
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Internal & External Analysis
OnStrategyHQ
MAY 1, 2023
What do our customers value most from our organization? What do our customers value most from our organization? How do we uniquely serve our customers? Industry Data and Trends This data looks at what’s happening in your industry, including factors like vendors, suppliers, competitors, and buyers’ power.
Suppliers 105
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Telecommunications Industry Value Chain: Deep Dive
Flevy
JUNE 28, 2024
Effective value chain management ensures that each component, from market research to customer support, operates efficiently and cohesively. This is vital for enhancing customer value, reducing costs, and sustaining competitive edge in a highly competitive market.
What is value creation in sales?
Mercuri International
MARCH 8, 2022
In a previous article , we discussed the factors driving up to 85% of business leaders to consider the customer-value approach as critical to success. In order to become customer-value oriented and value-creating in your sales you need to understand what customer value is and how to create it.
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Current Challenges in B2B Wholesale
QYMATIX
SEPTEMBER 6, 2022
Between supplier price pressure, supply chain problems and customer anger: Why wholesalers win with value-based customer management. The determination of customer value should be based on both monetary and non-monetary parameters. Customers are valuable or not from many other perspectives.
B2B 40
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A Step-by-Step Strategic Account Plan Template for Shared-Value
Hubspot Sales
JULY 7, 2019
To develop a value-based action plan, one must discover what their customer values most. By focusing on your customers’ value expectations, you create opportunities to grow customer relationships that are more strategic in nature, which safeguards against competition while increasing customer loyalty.
Account Planning 122
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Value-Based Selling: 7 Essential Tips for Sales Leaders
Brooks Group
AUGUST 28, 2023
Sales professionals must learn to give helpful advice and insight, so customers see the value in buying your product. This is important because it will greatly benefit your potential customers. Value-based selling improves close rates, decreases sales cycles, and reduces price pressure.
Sales 69
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Oil & Gas Industry Value Chain: Deep Dive
Flevy
JUNE 24, 2024
Supply Chain Management : Coordinating logistics and managing supplier relationships. By conducting a comprehensive value chain analysis , organizations can identify strengths and areas for improvement, ensuring the Oil and Gas Value Chain operates efficiently and effectively, ultimately driving value creation and enhancing customer value.
Supply Chain 52
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Account-Based Marketing: Time to future proof your marketing efforts to become customer-led and team enabled.
Cosawi
FEBRUARY 27, 2023
Even though teams have moved away from simply pushing products, they still are not aligned with what the customer values most. For the customer, this lack of alignment between the supplier’s marketing and sales efforts, engagement and planning is noisy, disruptive and, above all, frustrating for customers.
Marketing 52
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Research report: 6 keys to gaining customer trust in B2B
Mercuri International
FEBRUARY 2, 2023
In the research project The Future State of Trust , Mercuri International interviewed over 1,000 business-to-business (B2B) decision-makers to find out what they value when choosing a particular supplier or vendor. Almost all (99%) of respondents, say that trust is crucial when choosing a supplier.
B2B 52
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Biotechnology Industry Value Chain: Deep Dive
Flevy
JUNE 9, 2024
Tailoring the value chain to address specific needs ensures better alignment with the organization’s capabilities and market demands, driving value creation and enhancing customer value. The first step in customizing the industry value chain involves a thorough value chain analysis.
How to Sell Value in a Transactional Industry
Hubspot Sales
DECEMBER 2, 2020
Do you leverage single or multiple suppliers? Regardless of how the prospect is trained to buy, explain that your best customers value their vendor relationship. Good questions include: How often do you purchase? Do you have a standard for a great vendor relationship? How are you measured on performance?
Suppliers 118
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Competitive Advantage Examples
OnStrategyHQ
JULY 8, 2022
Competitive advantages help us understand what we’re best at in the market, what unique strengths we possess, and what our customers value. As a chip and semiconductor manufacturing organization, customers choose our organization as a supplier because: Extended range of solutions. ?We Examples for Manufacturing.
Insurance 52
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Identifying Your Target Partner and Defining The Value Exchange
CoSell
DECEMBER 22, 2020
These partners can include infrastructure providers, network providers, technology partners, research partners, and component suppliers. Sum Up By identifying your target partner and the value exchange, you are shaping a new market and realizing significant revenue potential. Using a platform like CoSell.io
The Most Important KPIs in Distribution and the Influence of AI
QYMATIX
APRIL 19, 2022
Especially in the B2B environment, the multitude of external interfaces to suppliers and customers increases complexity. Customer value. Customer value shows companies how vital and valuable a customer is to them. Data is, therefore, the basis for successful business decisions.
Predictive Sales: Answers to 5 Questions of Salespeople
QYMATIX
MAY 3, 2022
Which customers promise potential for cross-selling and up-selling activities? How likely are potential new customers to buy? Which customers are most likely to churn (churn prediction)? Which existing customers will add the most value (customer value prediction)?
FOR IMMEDIATE RELEASE The SAC® Release Why Are Exxon Profits Criticized But Not Apple’s Profits?
Engage Selling
APRIL 24, 2012
Colleen Francis, President of Engage Selling Solutions www.engageselling.com says “ The lesson for executives responsible for an organization’s top line is that you need to understand what your customers value. They love the Apple brand and don’t mind paying the premium that leads to huge profits.
Six Building Blocks for Revitalized B2B Marketing and Sales
Luminas Strategy
NOVEMBER 1, 2022
Securing these six foundational building blocks for digital engagement with your B2B customers will drive immediate value for your company and help you to become stronger. Businesses are constantly searching for ways to engage with their suppliers.
Supply Chain 52
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8 reasons to include elements of storytelling in your sales strategy
PandaDoc
OCTOBER 14, 2020
Seize the opportunity to let your customer know exactly what type of character that is. Relate your tales of business triumph in a way that emphasizes the traits your customer values most. It’s up to you to find out exactly what your customer’s looking for. What sort of story do you want to tell?
Decision-making 111
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Customer Centric Brands: Defining the Future of Business
SmartKarrot
AUGUST 10, 2020
The company realizes that environmental sustainability is something their customers value. So, they weave those values into everything they sell. Customers can see their list of suppliers and producers. Through this approach, they attract customers who share those same values.
Actionable Organization Strategy Course
OnStrategyHQ
MAY 17, 2023
Target Customers Workshop Flow [Step One] Who Do We Serve? Identify customer segments you are targeting and capture on a poster or Miro (ideal customer). Step Two] What Do They Value? Incorporate processes to touch base with industry partners (suppliers, subs, owners, etc.)
Organization 40
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Transcript of Interview between Harvey Dunham, Managing Director – Strategy & Marketing at SAMA, & Adrian Davis
Whetstone
APRIL 14, 2020
They always led with, or we always led with, “What does the customer need, what will the customer value?” ” And we hear from them first their perception of value. Then we basically bend the application of the software creatively to solve that problem.
Marketing 40
40 FOR IMMEDIATE RELEASE The SAC® Release Why Are Exxon Profits Criticized But Not Apple’s Profits?
Engage Selling
APRIL 24, 2012
“It’s no wonder people become enraged at Exxon’s profits but not Apple’s profits (although there has been a wave of negative publicity surrounding their labor practices lately) as they see value in Apple’s products. If you want to create powerful customer loyalty, tie your brand and value to what your customers’ value.
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