SlideShare ist ein Scribd-Unternehmen logo

Value to Customer

•
•
Tarmo Kekki
Tarmo Kekki

How do your customers perceive the value your company creates? #measure customer value #value to customer #value selling

Vertrieb
1 von 1
Downloaden Sie, um offline zu lesen
VALUE TO CUSTOMER Value perceived by customer • Strategic partnership. Usually 5-10 carefully selected partners. Joint aim is competitive advantage. • Savings driven value via volume consolidation and best price as tactical means. • No notable value or small suppliers create relatively small amount of value. • Supplier relationship causes challenges and destroys value – supplier will be replaced asap. Sales view to value • Sellers see value differently from customers. Suppliers see often more value than customers are willing to agree. • What is the value created by our competitors? 10 M€ 0 M€ -10 M€ 5 M€ -5 M€ Competitor Our company Customer value © 2016 Suomen Paras Myyntiorganisaatio Oy

Empfohlen

Competing with Value-Based Companies
Competing with Value-Based CompaniesCompeting with Value-Based Companies
Competing with Value-Based CompaniesMacky Villagarcia
 
Grp 7 more for less
Grp 7 more for lessGrp 7 more for less
Grp 7 more for lessMaritessVelez
 
Maximising the effectiveness of distributors and agents
Maximising the effectiveness of distributors and agentsMaximising the effectiveness of distributors and agents
Maximising the effectiveness of distributors and agentsmsmsalesmanagement
 
4.11.18 | 5 Ways to Enhance the B2B Buyer-Seller Relationship (ValueSelling -...
4.11.18 | 5 Ways to Enhance the B2B Buyer-Seller Relationship (ValueSelling -...4.11.18 | 5 Ways to Enhance the B2B Buyer-Seller Relationship (ValueSelling -...
4.11.18 | 5 Ways to Enhance the B2B Buyer-Seller Relationship (ValueSelling -...ValueSelling Associates, Inc.
 
Chapter 7
Chapter 7Chapter 7
Chapter 7guestc1cedb
 
Notes on accounting & sales
Notes on accounting & salesNotes on accounting & sales
Notes on accounting & salesAdil Abdalla
 
Pepperi - 12 killer tactics for a successful trade show
Pepperi - 12 killer tactics for a successful trade showPepperi - 12 killer tactics for a successful trade show
Pepperi - 12 killer tactics for a successful trade showStacey Woods
 
Value based pricing ppt -final-chattanooga
Value based pricing ppt -final-chattanoogaValue based pricing ppt -final-chattanooga
Value based pricing ppt -final-chattanoogaCore Elevation
 

Empfohlen

Competing with Value-Based Companies
Competing with Value-Based CompaniesCompeting with Value-Based Companies
Competing with Value-Based CompaniesMacky Villagarcia
 
Grp 7 more for less
Grp 7 more for lessGrp 7 more for less
Grp 7 more for lessMaritessVelez
 
Maximising the effectiveness of distributors and agents
Maximising the effectiveness of distributors and agentsMaximising the effectiveness of distributors and agents
Maximising the effectiveness of distributors and agentsmsmsalesmanagement
 
4.11.18 | 5 Ways to Enhance the B2B Buyer-Seller Relationship (ValueSelling -...
4.11.18 | 5 Ways to Enhance the B2B Buyer-Seller Relationship (ValueSelling -...4.11.18 | 5 Ways to Enhance the B2B Buyer-Seller Relationship (ValueSelling -...
4.11.18 | 5 Ways to Enhance the B2B Buyer-Seller Relationship (ValueSelling -...ValueSelling Associates, Inc.
 
Chapter 7
Chapter 7Chapter 7
Chapter 7guestc1cedb
 
Notes on accounting & sales
Notes on accounting & salesNotes on accounting & sales
Notes on accounting & salesAdil Abdalla
 
Pepperi - 12 killer tactics for a successful trade show
Pepperi - 12 killer tactics for a successful trade showPepperi - 12 killer tactics for a successful trade show
Pepperi - 12 killer tactics for a successful trade showStacey Woods
 
Value based pricing ppt -final-chattanooga
Value based pricing ppt -final-chattanoogaValue based pricing ppt -final-chattanooga
Value based pricing ppt -final-chattanoogaCore Elevation
 
B2B Pricing Framework Elements
B2B Pricing Framework ElementsB2B Pricing Framework Elements
B2B Pricing Framework ElementsIan Tidswell
 
Valuing a Business
Valuing a BusinessValuing a Business
Valuing a BusinessIvor Middleton
 
When you need to execute a price increase (and make it stick!)
When you need to execute a price increase (and make it stick!)When you need to execute a price increase (and make it stick!)
When you need to execute a price increase (and make it stick!)MarketCrest
 
Buying an existing business
Buying an existing businessBuying an existing business
Buying an existing businessJafar Ahmed Choudhury
 
BBY - Final Ver
BBY - Final VerBBY - Final Ver
BBY - Final VerAustin D Taylor
 
Moving Beyond Reverse Auctions for Scalable, Sustainable Value
Moving Beyond Reverse Auctions for Scalable, Sustainable ValueMoving Beyond Reverse Auctions for Scalable, Sustainable Value
Moving Beyond Reverse Auctions for Scalable, Sustainable ValueEmptoris, Inc
 
What buyers of companies really care about
What buyers of companies really care aboutWhat buyers of companies really care about
What buyers of companies really care aboutCoolrunnings
 
How to Grow Profitability via Acquisition with Little or No Cash Outlay
How to Grow Profitability via Acquisition with Little or No Cash OutlayHow to Grow Profitability via Acquisition with Little or No Cash Outlay
How to Grow Profitability via Acquisition with Little or No Cash Outlayalexzente
 
Ten Slides in Ten Minutes - Thinking about the Virtual Bid Team
Ten Slides in Ten Minutes - Thinking about the Virtual Bid TeamTen Slides in Ten Minutes - Thinking about the Virtual Bid Team
Ten Slides in Ten Minutes - Thinking about the Virtual Bid TeamBill Graham CP.APMP
 
European SME transeo buyouts - Mike Wright ( march 14)
European SME transeo buyouts - Mike Wright ( march 14)European SME transeo buyouts - Mike Wright ( march 14)
European SME transeo buyouts - Mike Wright ( march 14)enterpriseresearchcentre
 
IIB Associates How To Help Your Clients Exit
IIB Associates How To Help Your Clients ExitIIB Associates How To Help Your Clients Exit
IIB Associates How To Help Your Clients ExitCoolrunnings
 
Procurements Value Leavers Model - Bespoke SA Presentation 2017 - By Steve Wi...
Procurements Value Leavers Model - Bespoke SA Presentation 2017 - By Steve Wi...Procurements Value Leavers Model - Bespoke SA Presentation 2017 - By Steve Wi...
Procurements Value Leavers Model - Bespoke SA Presentation 2017 - By Steve Wi...Stephen Wills
 
Valuing Franchises - Beyond Restaurants
Valuing Franchises - Beyond RestaurantsValuing Franchises - Beyond Restaurants
Valuing Franchises - Beyond RestaurantsNevin Sanli
 
Prescience
PresciencePrescience
PrescienceAshutosh Singh
 
Choclos con crema
Choclos con cremaChoclos con crema
Choclos con cremaAlicia Guineo Santana
 
my resume(gopal)
my resume(gopal)my resume(gopal)
my resume(gopal)Gopal Mishra
 
Calidad editorial e impacto de las revistas españolas de estudios de género. ...
Calidad editorial e impacto de las revistas españolas de estudios de género. ...Calidad editorial e impacto de las revistas españolas de estudios de género. ...
Calidad editorial e impacto de las revistas españolas de estudios de género. ...CRECS. Conferencia Internacional de Revistas Científicas
 
La nueva Clasificación CIRC 2016: características y aplicaciones. Rafael Repi...
La nueva Clasificación CIRC 2016: características y aplicaciones. Rafael Repi...La nueva Clasificación CIRC 2016: características y aplicaciones. Rafael Repi...
La nueva Clasificación CIRC 2016: características y aplicaciones. Rafael Repi...CRECS. Conferencia Internacional de Revistas Científicas
 
Getting Started with Snapchat and Instagram Stories
Getting Started with Snapchat and Instagram StoriesGetting Started with Snapchat and Instagram Stories
Getting Started with Snapchat and Instagram StoriesMissy Voronyak Consulting
 
Your_RMAC_Certificate
Your_RMAC_CertificateYour_RMAC_Certificate
Your_RMAC_CertificateSergei Kouniev
 
• Experiencias con los índices de valoración de las revistas científicas. Mar...
• Experiencias con los índices de valoración de las revistas científicas. Mar...• Experiencias con los índices de valoración de las revistas científicas. Mar...
• Experiencias con los índices de valoración de las revistas científicas. Mar...CRECS. Conferencia Internacional de Revistas Científicas
 
9953056974 Low Rate Call Girls In Ashok Nagar Delhi NCR
9953056974 Low Rate Call Girls In Ashok Nagar Delhi NCR9953056974 Low Rate Call Girls In Ashok Nagar Delhi NCR
9953056974 Low Rate Call Girls In Ashok Nagar Delhi NCR9953056974 Low Rate Call Girls In Saket, Delhi NCR
 

Weitere ähnliche Inhalte

Was ist angesagt?

B2B Pricing Framework Elements
B2B Pricing Framework ElementsB2B Pricing Framework Elements
B2B Pricing Framework ElementsIan Tidswell
 
When you need to execute a price increase (and make it stick!)
When you need to execute a price increase (and make it stick!)When you need to execute a price increase (and make it stick!)
When you need to execute a price increase (and make it stick!)MarketCrest
 
Moving Beyond Reverse Auctions for Scalable, Sustainable Value
Moving Beyond Reverse Auctions for Scalable, Sustainable ValueMoving Beyond Reverse Auctions for Scalable, Sustainable Value
Moving Beyond Reverse Auctions for Scalable, Sustainable ValueEmptoris, Inc
 
What buyers of companies really care about
What buyers of companies really care aboutWhat buyers of companies really care about
What buyers of companies really care aboutCoolrunnings
 
How to Grow Profitability via Acquisition with Little or No Cash Outlay
How to Grow Profitability via Acquisition with Little or No Cash OutlayHow to Grow Profitability via Acquisition with Little or No Cash Outlay
How to Grow Profitability via Acquisition with Little or No Cash Outlayalexzente
 
Ten Slides in Ten Minutes - Thinking about the Virtual Bid Team
Ten Slides in Ten Minutes - Thinking about the Virtual Bid TeamTen Slides in Ten Minutes - Thinking about the Virtual Bid Team
Ten Slides in Ten Minutes - Thinking about the Virtual Bid TeamBill Graham CP.APMP
 
European SME transeo buyouts - Mike Wright ( march 14)
European SME transeo buyouts - Mike Wright ( march 14)European SME transeo buyouts - Mike Wright ( march 14)
European SME transeo buyouts - Mike Wright ( march 14)enterpriseresearchcentre
 
IIB Associates How To Help Your Clients Exit
IIB Associates How To Help Your Clients ExitIIB Associates How To Help Your Clients Exit
IIB Associates How To Help Your Clients ExitCoolrunnings
 
Procurements Value Leavers Model - Bespoke SA Presentation 2017 - By Steve Wi...
Procurements Value Leavers Model - Bespoke SA Presentation 2017 - By Steve Wi...Procurements Value Leavers Model - Bespoke SA Presentation 2017 - By Steve Wi...
Procurements Value Leavers Model - Bespoke SA Presentation 2017 - By Steve Wi...Stephen Wills
 
Valuing Franchises - Beyond Restaurants
Valuing Franchises - Beyond RestaurantsValuing Franchises - Beyond Restaurants
Valuing Franchises - Beyond RestaurantsNevin Sanli
 

Was ist angesagt? (13)

B2B Pricing Framework Elements
B2B Pricing Framework ElementsB2B Pricing Framework Elements
B2B Pricing Framework Elements
 
Valuing a Business
Valuing a BusinessValuing a Business
Valuing a Business
 
When you need to execute a price increase (and make it stick!)
When you need to execute a price increase (and make it stick!)When you need to execute a price increase (and make it stick!)
When you need to execute a price increase (and make it stick!)
 
Buying an existing business
Buying an existing businessBuying an existing business
Buying an existing business
 
BBY - Final Ver
BBY - Final VerBBY - Final Ver
BBY - Final Ver
 
Moving Beyond Reverse Auctions for Scalable, Sustainable Value
Moving Beyond Reverse Auctions for Scalable, Sustainable ValueMoving Beyond Reverse Auctions for Scalable, Sustainable Value
Moving Beyond Reverse Auctions for Scalable, Sustainable Value
 
What buyers of companies really care about
What buyers of companies really care aboutWhat buyers of companies really care about
What buyers of companies really care about
 
How to Grow Profitability via Acquisition with Little or No Cash Outlay
How to Grow Profitability via Acquisition with Little or No Cash OutlayHow to Grow Profitability via Acquisition with Little or No Cash Outlay
How to Grow Profitability via Acquisition with Little or No Cash Outlay
 
Ten Slides in Ten Minutes - Thinking about the Virtual Bid Team
Ten Slides in Ten Minutes - Thinking about the Virtual Bid TeamTen Slides in Ten Minutes - Thinking about the Virtual Bid Team
Ten Slides in Ten Minutes - Thinking about the Virtual Bid Team
 
European SME transeo buyouts - Mike Wright ( march 14)
European SME transeo buyouts - Mike Wright ( march 14)European SME transeo buyouts - Mike Wright ( march 14)
European SME transeo buyouts - Mike Wright ( march 14)
 
IIB Associates How To Help Your Clients Exit
IIB Associates How To Help Your Clients ExitIIB Associates How To Help Your Clients Exit
IIB Associates How To Help Your Clients Exit
 
Procurements Value Leavers Model - Bespoke SA Presentation 2017 - By Steve Wi...
Procurements Value Leavers Model - Bespoke SA Presentation 2017 - By Steve Wi...Procurements Value Leavers Model - Bespoke SA Presentation 2017 - By Steve Wi...
Procurements Value Leavers Model - Bespoke SA Presentation 2017 - By Steve Wi...
 
Valuing Franchises - Beyond Restaurants
Valuing Franchises - Beyond RestaurantsValuing Franchises - Beyond Restaurants
Valuing Franchises - Beyond Restaurants
 

Andere mochten auch

Getting Started with Snapchat and Instagram Stories
Getting Started with Snapchat and Instagram StoriesGetting Started with Snapchat and Instagram Stories
Getting Started with Snapchat and Instagram StoriesMissy Voronyak Consulting
 

Andere mochten auch (8)

Prescience
PresciencePrescience
Prescience
 
Choclos con crema
Choclos con cremaChoclos con crema
Choclos con crema
 
my resume(gopal)
my resume(gopal)my resume(gopal)
my resume(gopal)
 
Calidad editorial e impacto de las revistas españolas de estudios de género. ...
Calidad editorial e impacto de las revistas españolas de estudios de género. ...Calidad editorial e impacto de las revistas españolas de estudios de género. ...
Calidad editorial e impacto de las revistas españolas de estudios de género. ...
 
La nueva Clasificación CIRC 2016: características y aplicaciones. Rafael Repi...
La nueva Clasificación CIRC 2016: características y aplicaciones. Rafael Repi...La nueva Clasificación CIRC 2016: características y aplicaciones. Rafael Repi...
La nueva Clasificación CIRC 2016: características y aplicaciones. Rafael Repi...
 
Getting Started with Snapchat and Instagram Stories
Getting Started with Snapchat and Instagram StoriesGetting Started with Snapchat and Instagram Stories
Getting Started with Snapchat and Instagram Stories
 
Your_RMAC_Certificate
Your_RMAC_CertificateYour_RMAC_Certificate
Your_RMAC_Certificate
 
• Experiencias con los índices de valoración de las revistas científicas. Mar...
• Experiencias con los índices de valoración de las revistas científicas. Mar...• Experiencias con los índices de valoración de las revistas científicas. Mar...
• Experiencias con los índices de valoración de las revistas científicas. Mar...
 

Kürzlich hochgeladen

NIGHT DREAN Genuine Call girls in Vasant Vihar Delhi | 83778 77756
NIGHT DREAN Genuine Call girls in Vasant Vihar Delhi | 83778 77756NIGHT DREAN Genuine Call girls in Vasant Vihar Delhi | 83778 77756
NIGHT DREAN Genuine Call girls in Vasant Vihar Delhi | 83778 77756dollysharma2066
 
办理学位证(USC文凭证书)南加州大学毕业证成绩单原版一模一样
办理学位证(USC文凭证书)南加州大学毕业证成绩单原版一模一样办理学位证(USC文凭证书)南加州大学毕业证成绩单原版一模一样
办理学位证(USC文凭证书)南加州大学毕业证成绩单原版一模一样7pn7zv3i
 
原版1:1复刻明尼苏达大学毕业证UMN毕业证留信学历认证
原版1:1复刻明尼苏达大学毕业证UMN毕业证留信学历认证原版1:1复刻明尼苏达大学毕业证UMN毕业证留信学历认证
原版1:1复刻明尼苏达大学毕业证UMN毕业证留信学历认证jdkhjh
 
HI-Profiles Call girls in Hyatt Residency Delhi | 8377087607
HI-Profiles Call girls in Hyatt Residency Delhi | 8377087607HI-Profiles Call girls in Hyatt Residency Delhi | 8377087607
HI-Profiles Call girls in Hyatt Residency Delhi | 8377087607dollysharma2066
 
办理昆特兰理工大学毕业证成绩单|购买加拿大KPU文凭证书
办理昆特兰理工大学毕业证成绩单|购买加拿大KPU文凭证书办理昆特兰理工大学毕业证成绩单|购买加拿大KPU文凭证书
办理昆特兰理工大学毕业证成绩单|购买加拿大KPU文凭证书zdzoqco
 

Kürzlich hochgeladen (6)

9953056974 Low Rate Call Girls In Ashok Nagar Delhi NCR
9953056974 Low Rate Call Girls In Ashok Nagar Delhi NCR9953056974 Low Rate Call Girls In Ashok Nagar Delhi NCR
9953056974 Low Rate Call Girls In Ashok Nagar Delhi NCR
 
NIGHT DREAN Genuine Call girls in Vasant Vihar Delhi | 83778 77756
NIGHT DREAN Genuine Call girls in Vasant Vihar Delhi | 83778 77756NIGHT DREAN Genuine Call girls in Vasant Vihar Delhi | 83778 77756
NIGHT DREAN Genuine Call girls in Vasant Vihar Delhi | 83778 77756
 
办理学位证(USC文凭证书)南加州大学毕业证成绩单原版一模一样
办理学位证(USC文凭证书)南加州大学毕业证成绩单原版一模一样办理学位证(USC文凭证书)南加州大学毕业证成绩单原版一模一样
办理学位证(USC文凭证书)南加州大学毕业证成绩单原版一模一样
 
原版1:1复刻明尼苏达大学毕业证UMN毕业证留信学历认证
原版1:1复刻明尼苏达大学毕业证UMN毕业证留信学历认证原版1:1复刻明尼苏达大学毕业证UMN毕业证留信学历认证
原版1:1复刻明尼苏达大学毕业证UMN毕业证留信学历认证
 
HI-Profiles Call girls in Hyatt Residency Delhi | 8377087607
HI-Profiles Call girls in Hyatt Residency Delhi | 8377087607HI-Profiles Call girls in Hyatt Residency Delhi | 8377087607
HI-Profiles Call girls in Hyatt Residency Delhi | 8377087607
 
办理昆特兰理工大学毕业证成绩单|购买加拿大KPU文凭证书
办理昆特兰理工大学毕业证成绩单|购买加拿大KPU文凭证书办理昆特兰理工大学毕业证成绩单|购买加拿大KPU文凭证书
办理昆特兰理工大学毕业证成绩单|购买加拿大KPU文凭证书
 

Value to Customer

  • 1. VALUE TO CUSTOMER Value perceived by customer • Strategic partnership. Usually 5-10 carefully selected partners. Joint aim is competitive advantage. • Savings driven value via volume consolidation and best price as tactical means. • No notable value or small suppliers create relatively small amount of value. • Supplier relationship causes challenges and destroys value – supplier will be replaced asap. Sales view to value • Sellers see value differently from customers. Suppliers see often more value than customers are willing to agree. • What is the value created by our competitors? 10 M€ 0 M€ -10 M€ 5 M€ -5 M€ Competitor Our company Customer value © 2016 Suomen Paras Myyntiorganisaatio Oy