Value Proposition Design

Value Proposition Design
Author: Alexander Osterwalder
Publisher: John Wiley & Sons
Total Pages: 323
Release: 2015-01-28
Genre: Business & Economics
ISBN: 1118968077

The authors of the international bestseller Business Model Generation explain how to create value propositions customers can’t resist Value Proposition Design helps you tackle the core challenge of every business — creating compelling products and services customers want to buy. This highly practical book, paired with its online companion, will teach you the processes and tools you need to create products that sell. Using the same stunning visual format as the authors’ global bestseller, Business Model Generation, this sequel explains how to use the “Value Proposition Canvas” to design, test, create, and manage products and services customers actually want. Value Proposition Design is for anyone who has been frustrated by new product meetings based on hunches and intuitions; it’s for anyone who has watched an expensive new product launch fail in the market. The book will help you understand the patterns of great value propositions, get closer to customers, and avoid wasting time with ideas that won’t work. You’ll learn the simple process of designing and testing value propositions, that perfectly match customers’ needs and desires. In addition the book gives you exclusive access to an online companion on Strategyzer.com. You will be able to assess your work, learn from peers, and download pdfs, checklists, and more. Value Proposition Design is an essential companion to the ”Business Model Canvas” from Business Model Generation, a tool embraced globally by startups and large corporations such as MasterCard, 3M, Coca Cola, GE, Fujitsu, LEGO, Colgate-Palmolive, and many more. Value Proposition Design gives you a proven methodology for success, with value propositions that sell, embedded in profitable business models."

Value Propositions that SELL

Value Propositions that SELL
Author: Lisa D. Dennis
Publisher:
Total Pages: 254
Release: 2018-07-02
Genre: Business & Economics
ISBN: 9780692089460

In today's hyper competitive markets, it's hard to get your message heard by the right buyers. Without a rock solid, relevant value proposition, attracting and closing new customers is just plain hard. Most value propositions are "inside-out" - more focused on product and service features than they are on the buyers' needs. Today, you need a whole lot more than an elevator speech, a unique selling proposition or even the one or two-line statement of value from a seller to a buyer. Get the road-map for a Value Proposition Platform(TM) that helps you create highly relevant, value-based messaging for use in both marketing content and conversations with buyers. Get ready to create a value proposition that SELLS! Includes Development Success Tools: 1. Primary research conducted with B2B buyers 2. Two in-depth case studies that demonstrate how to build a value proposition platform from start to finish 3. Seven downloadable templates to guide your work step by step Lisa Dennis has been working with sales and marketing teams in B2B companies for over 20 years. Focusing on both strategy and execution, she brings a practical, feet-on-the street approach to delivering buyer focused messaging and programs. She has worked with companies across a broad range of industries including Akamai, Citrix, CSC, Dell, FedEx, HP, Hitachi, IBM, Microsoft, Mutual of Omaha, Tufts Health Plan, Verizon, Wipro and many others. Her primary focus is helping organizations speak to customers in their own language.

Creating and Delivering Your Value Proposition

Creating and Delivering Your Value Proposition
Author: Cindy Barnes
Publisher: Kogan Page Publishers
Total Pages: 232
Release: 2009-10-03
Genre: Business & Economics
ISBN: 0749458593

In recent years, developing a value proposition has become a prime consideration for businesses. A value proposition is an analysis and quantified review of the business benefits, costs and value that a company can deliver to prospective customers and customer segments. Creating and Delivering your Value Proposition provides guidance for business leaders - demonstrating why having a strong value proposition is so important for a company. This practical new title shows readers how to build, deliver and harness value propositions to create profitable growth for a business, by utilizing the experience of clients and customers. Featuring global case studies and examples, Creating and Delivering your Value Proposition is an essential guide to understanding and developing a value-focused strategy for all senior practitioners.

Value Prop

Value Prop
Author: Jose Palomino
Publisher:
Total Pages: 192
Release: 2008-10-01
Genre: Business & Economics
ISBN: 9780981912608

"Value Prop" shows how to build razor-sharp marketing messages that showcase the truly new, useful, and exciting qualities of products or services, and how to win business in the process.

Selling Your Value Proposition

Selling Your Value Proposition
Author: Cindy Barnes
Publisher: Kogan Page Publishers
Total Pages: 233
Release: 2017-05-03
Genre: Business & Economics
ISBN: 0749479922

A value proposition is created from the combination of a company's products and services, and the value gained by the customer. It is used to drive better business, and is essential to success for any business - without it, companies are at risk of losing customers and being drowned out in crowded marketplaces. Selling Your Value Proposition is a practical, user-friendly guide to establishing a streamlined customer-centric selling process to communicate and express value propositions, enabling companies to convey their value-creating stories to customers consistently. Featuring case studies and interviews with renowned business leaders and influencers, Selling Your Value Proposition demonstrates how value propositions adeptly position a business across a range of industries. The techniques and skills shared have all been honed through the authors' experience with more than 600 companies around the world, and clear, step-by-step guidelines will empower all readers to effectively focus their value propositions for competitive success.

Lean B2B

Lean B2B
Author: Étienne Garbugli
Publisher: Étienne Garbugli
Total Pages: 225
Release: 2022-03-22
Genre: Business & Economics
ISBN: 1778074006

Get from Idea to Product/Market Fit in B2B. The world has changed. Nowadays, there are more companies building B2B products than there’s ever been. Products are entering organizations top-down, middle-out, and bottom-up. Teams and managers control their budgets. Buyers have become savvier and more impatient. The case for the value of new innovations no longer needs to be made. Technology products get hired, and fired faster than ever before. The challenges have moved from building and validating products to gaining adoption in increasingly crowded and fragmented markets. This, requires a new playbook. The second edition of Lean B2B is the result of years of research into B2B entrepreneurship. It builds off the unique Lean B2B Methodology, which has already helped thousands of entrepreneurs and innovators around the world build successful businesses. In this new edition, you’ll learn: - Why companies seek out new products, and why they agree to buy from unproven vendors like startups - How to find early adopters, establish your credibility, and convince business stakeholders to work with you - What type of opportunities can increase the likelihood of building a product that finds adoption in businesses - How to learn from stakeholders, identify a great opportunity, and create a compelling value proposition - How to get initial validation, create a minimum viable product, and iterate until you're able to find product/market fit This second edition of Lean B2B will show you how to build the products that businesses need, want, buy, and adopt.

The HR Value Proposition

The HR Value Proposition
Author: David Ulrich
Publisher: Harvard Business Press
Total Pages: 336
Release: 2005-05-11
Genre: Business & Economics
ISBN: 142214805X

The international best seller Human Resource Champions helped set the HR agenda for the 1990s and enabled HR professionals to become strategic partners in their organizations. But earning a seat at the executive table was only the beginning. Today's HR leaders must also bring substantial value to that table. Drawing on their 16-year study of over 29,000 HR professionals and line managers, leading HR experts Dave Ulrich and Wayne Brockbank propose The HR Value Proposition. The authors argue that HR value creation requires a deep understanding of external business realities and how key stakeholders both inside and outside the company define value. Ulrich and Brockbank provide practical tools and worksheets for leveraging this knowledge to create HR practices, build organizational capabilities, design HR strategy, and marshal resources that create value for customers, investors, executives, and employees. Written by the field's premier trailblazers, this book charts the path HR professionals must take to help lead their organizations into the future. Ulrich is a professor at the University of Michigan School of Business and the author of 12 books and more than 100 articles on the subject of human resources. Brockbank is a clinical professor of business at the University of Michigan School of Business, the author of award-winning papers on HR strategy, and an adviser to top global organizations.

The Retail Value Proposition

The Retail Value Proposition
Author: Kyle B. Murray
Publisher: University of Toronto Press
Total Pages: 249
Release: 2013-01-01
Genre: Business & Economics
ISBN: 1442643633

How do leading retailers create value for their customers? They craft unique experiences at compelling prices. This book introduces a new and effective way to manage those experiences based on three critical factors – environment, selection, and engagement (ESE) – that separate successful retailers from those that fail and are forgotten. The ESE framework is derived from the academic literature on retail management and consumer marketing, and supplemented by hundreds of hours of interviews with executives and marketers from Canada's leading companies, including Loblaw, Indigo Books and Music, and Lululemon. Kyle B. Murray illustrates the components of this framework with examples and case studies that examine how the shopping environment, product selection, and customer engagement each affect consumer decision and create competitive advantage. Whether you are an aspiring merchant or an industry veteran, this book's strategic framework will help you build a solid foundation for your business in today's ever-evolving retail marketplace.

The Procurement Value Proposition

The Procurement Value Proposition
Author: Gerard Chick
Publisher: Kogan Page Publishers
Total Pages: 311
Release: 2014-12-03
Genre: Business & Economics
ISBN: 0749471204

WINNER: ACA-Bruel 2015 - Grand Prix Businesses are going through rapid change due to an increased focus on sustainability and corporate responsibility, technological advances, geo-political and macro-economic change, and demographic shifts. If purchasing and supply chain managers are to embrace these challenges they must develop new ways of thinking about supply structures and processes as well as new skills and competencies. The Procurement Value Proposition examines these important changes that will have a profound effect on the way future procurement is carried out. It considers the implications of global economic transformation for procurement set against: changes in business contexts, purchasing strategies, organisational structure, roles and responsibilities, system development and skills required to work in the profession. This book discusses the value proposition offered by contemporary procurement to the sustainability and development of business. They examine how organizations that position procurement as a core business function will be able to drive a more competitive lever for change, and more readily adapt to the forces driving rapid change in the current global environment. The Procurement Value Proposition features case studies of companies that are moving through procurement transformation in a continual phase of movement and adaption to the multitude of shifts that are occurring. It features input, observations and case studies from CPO's, Commercial Directors and other Procurement and business leaders. The book considers a variety of geographical contexts and highlights differences between the US, the UK and China. Awarded the Grand Prix ACA-Bruel for its important contributions to the research and practice in procurement and supply chain management, it has been recognized for its ambitious vision of procurement.

Growing the Virtual Workplace

Growing the Virtual Workplace
Author: Alain Verbeke
Publisher: Edward Elgar Publishing
Total Pages: 275
Release: 2008-01-01
Genre: Business & Economics
ISBN: 1848440243

Foreword by Scott McNealy The authors have produced an extraordinarily useful book on the numerous facets of the complex teleworking phenomenon. Although their pro-telework position is clear (and persuasively justified), their discussion of each element is thoughtful, balanced, and carefully referenced. Their conceptual paradigm offers a very helpful way to organize and synthesize the vast and growing literature on teleworking, and they have employed it to masterful effect. They have succeeded in producing a work that is equally valuable and relevant to organizations, individual employees, public planners, and academic scholars no small feat. Patricia L. Mokhtarian, University of California, Davis, US At TELUS, teleworking has become an important part of our operating framework. Thousands of our team members telework on a part-time basis and hundreds of our team members telework on a full-time basis. The individual, environmental, social and financial benefits achieved through telework are compelling and real. This book by the Haskayne School of Business offers comprehensive insights that will help TELUS and hopefully many other enterprises to fully realize the great benefits of telework. Josh Blair, TELUS, Canada The first integrative analysis of the virtual workplace s many contributions to sustainable development: a must read for strategists in firms and governments. Ans Kolk, University of Amsterdam Business School, The Netherlands This book is a great reference for senior executives looking to implement telework to enhance their business. As the leading provider of managed IP communications services in North America, MegaPath supports the telework programs of hundreds of companies with IT remote access VPN services. This book addresses the many challenges these companies have faced and the benefits they have derived from telework programs. Greg Davis, MegaPath, US Employees, organizations and society alike should grow the virtual workplace, as the multiple, tangible benefits of telework for each of these three stakeholders largely outweigh the costs. To help stakeholders benefit from the virtual workplace, the authors analyze four key issues: telework adoption, implementation, tracking and impacts. They develop the comprehensive EOS framework to examine both the interaction among employees, organizations and society, and the linkages among telework impacts, tracking, implementation and adoption. Unique features of the book include an integrative framework for increasing telework adoption; practical tips specific to each stakeholder on how best to implement and measure telework; and an analysis of original survey data exploring the virtual workplace adoption decision. Readership for this book includes academic experts on telecommuting, policymakers involved in transportation, human resource or environmental policies, and managers and employees considering telework.