Product Overview

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Description of LeveragePoint for Value Management product.

Description of LeveragePoint for Value Management product.

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  • 1. LeveragePoint for Value Management Product Overview LeveragePoint Innovations Inc. Copyright © 2009 by LeveragePoint Innovations Inc. No part of this publication may be reproduced, stored in a retrieval system, or transmitted in any form or by any means — electronic, mechanical, photocopying, recording, or otherwise — without the permission of LeveragePoint Innovations Inc. This document provides an outline of a presentation and is incomplete without the accompanying oral commentary and discussion. COMPANY CONFIDENTIAL
  • 2. Confidential Contents  Who is LeveragePoint?  LeveragePoint for Value Management Description  Advantages of eWorking  Demonstration Version – Date - Case 2 Copyright © 2009 LeveragePoint Innovations Inc. — Confidential
  • 3. Confidential Who is LeveragePoint Innovations? Who we are How we do it LeveragePoint Innovations (LPI) helps LPI is a Software-as-a-Service (SaaS) clients activate, embed, and evolve business that delivers innovative their marketing strategy through online eWorking products based on a solutions that are designed around the proprietary on-line platform technology needs of users while they are working. and client services required to make this successful Why it matters? This unique capability enables users to What clients say create better and faster strategy by: “I had high hopes, but this  Immediately applying strategic far surpasses what I expected. marketing methods to their real- This is very powerful.” world business issues Chief Marketing Officer  Easily iterating thinking via an B2B, Fortune 1000 Company interactive, visual model  Virtually collaborating around a consistent, secure format Version – Date - Case 3 Copyright © 2009 LeveragePoint Innovations Inc. — Confidential
  • 4. Confidential Contents  Who is LeveragePoint?  LeveragePoint for Value Management Description  Advantages of eWorking  Demonstration Version – Date - Case 4 Copyright © 2009 LeveragePoint Innovations Inc. — Confidential
  • 5. Confidential How LeveragePoint for Value Management Adds Value to Clients Client Issues  Improving margins, competitive pressure, customer pushback on pricing  Market/Product managers struggle with applying value management methods in their business plans on a consistent, timely, and on-going basis  The marketing and sales organizations do not effectively communicate “value” effectively to each other or to their customers Existing Solutions Drawbacks/Risks  Training Workshops Participants have difficulty applying method on their own later  In-house models using Excel Cannot be effectively scaled and PowerPoint Leads to proliferation of formats in organization  Updates of previous year’s plan Perpetuate outdated and/or incomplete view of and analysis customer value LeveragePoint for Value Management enables users to immediately apply EVE using their existing knowledge and to easily collaborate and iterate a value model that can be deployed to the field in a consistent manner Version – Date - Case 5 Copyright © 2009 LeveragePoint Innovations Inc. — Confidential
  • 6. Confidential The Foundation of a Complete Pricing Strategy LeveragePoint for Value Management is a hosted, on-line, eWorking product which activates, embeds and evolves a value-based marketing strategy. It enables marketing and sale professionals to think about value from their customers’ perspectives. Version – Date - Case 6 Copyright © 2009 LeveragePoint Innovations Inc. — Confidential
  • 7. Confidential Two Integrated Online Tools for Marketing and Sales Economic Value Estimation ® Value Communication Value management begins by marketers Marketing and sales teams then get understanding the economic value alignment around a viable value story. drivers of your customer through a They collaborate and iterate to test and pricing method known as Economic refine key customer value messages. Value Estimation (EVE®). Version – Date - Case 7 Copyright © 2009 LeveragePoint Innovations Inc. — Confidential
  • 8. Confidential Contents  Who is LeveragePoint?  LeveragePoint for Value Management Description  Advantages of eWorking  Demonstration Version – Date - Case 8 Copyright © 2009 LeveragePoint Innovations Inc. — Confidential
  • 9. Confidential What is eWorking? eWorking refers to an online tool design that enables user to immediately create insightful EVE® analyses without the need of formal training or building elaborate spreadsheet models. For example: Easy Step-by-Step Flow Users begin by Users sees immediate following the step-by- impact on a visual step instructions – model and can quickly then revise, update run “what if” scenarios and iterate as in real-time necessary Version – Date - Case 9 Copyright © 2009 LeveragePoint Innovations Inc. — Confidential
  • 10. Confidential What is eWorking? eWorking means that the user is fully supported during every discrete task in the process. Support content includes summary definitions, tool instructions, performance support aids, as well as animated examples, expert commentary and interactive exercises. Contextual Help and Learning Users get a variety of “just enough” content exactly when needed while staying on task in the process Version – Date - Case 10 Copyright © 2009 LeveragePoint Innovations Inc. — Confidential
  • 11. Confidential What is eWorking? eWorking allows users the capability to share their EVE® analyses with other users. They can set various levels of editing permissions and send unique URL links via email. Collaboration Version – Date - Case 11 Copyright © 2009 LeveragePoint Innovations Inc. — Confidential
  • 12. Confidential Advantages of eWorking Spreadsheet-based models … eWorking …  Take time to build, days or even weeks  Enables an EVE® model to be created  Can proliferate into multiple, within minutes inconsistent models  Standardizes around a consistent format  Use formulas that are difficult to update  Allows for immediate updates of or keep from corruption validated value driver algorithms  Have file management issues  Allow EVEs to be hosted in a central,  Require some degree of spreadsheet secure database proficiency  Is easy and supported by learning and  Are difficult to collaborate and manage reference content versions  Enables users to share analyses via  Are difficult to measure usage or impact URLs  Are not usually integrated with other  Has usage tracking capabilities applications  Can be integrated with other tools and applications Does it Work? During a recent workshop, four separate product/market teams successfully created viable EVE® analyses within a one-hour break-out session. Version – Date - Case 12 Copyright © 2009 LeveragePoint Innovations Inc. — Confidential
  • 13. Confidential Contents  Who is LeveragePoint?  LeveragePoint for Value Management Description  Advantages of eWorking  Demonstration Version – Date - Case 13 Copyright © 2009 LeveragePoint Innovations Inc. — Confidential
  • 14. Confidential Demonstration Take for example, how a product manager at a chemical producer would use EVE® to demonstrate the economic value created by a new additive for steel used by mini-mill customers. The product manager begins by Next, the product manager matches listing the unique feature of the appropriate economic value drivers additive, and the customer benefits from an extensive built-in library that they provide. based on years of pricing consulting experience. Version – Date - Case 14 Copyright © 2009 LeveragePoint Innovations Inc. — Confidential
  • 15. Confidential Demonstration (continued) After selecting the appropriate value drivers, the product manager is ready to quantify them, either based on existing data or hypotheses. Each value driver has a unique Soon, the product manager has a algorithm associated with it along working visual model from which to with an area to document iterate. This model can then be shared assumptions with other selected users (via a unique URL) who then can revise the model Version – Date - Case 15 Copyright © 2009 LeveragePoint Innovations Inc. — Confidential
  • 16. Confidential Demonstration (continued) Once an EVE® model for steel additives is created, it needs to put into a form that sales people can use to advance their sales conversations. It begins with key messaging and stakeholder analysis. The product manager begins by Next, the product manager identifies key writing key value messages around stakeholders at the mini mill and then each economic value driver. rates the relevance of each key value message by stakeholder. Version – Date - Case 16 Copyright © 2009 LeveragePoint Innovations Inc. — Confidential
  • 17. Confidential Demonstration (continued) The product manager finishes the value communication package by adding the overall value story and setting the price. The product manager completes the The final step is to set the offering price. value story (value proposition) The tool calculates the resulting value- including details about customer and add for the customer as well as the even stakeholder pain points. value captured for the producer (additive supplier). Version – Date - Case 17 Copyright © 2009 LeveragePoint Innovations Inc. — Confidential
  • 18. Confidential Demonstration (continued) Once the value communication package is ready, the product manager publishes it so that it can be accessed by the appropriate sales teams. Sales can use a customer-friendly format of The product manager receives ratings the value communication package to validate and comments from sales thereby and to advance the sales discussion. Sales closing the feedback loop. can update the model based on customer feedback. Version – Date - Case 18 Copyright © 2009 LeveragePoint Innovations Inc. — Confidential
  • 19. Confidential User Quotes “I've found the EVE tool extremely useful. I have just commenced building an EVE model for our [[product name]] versus a major competitor. The initial indicators are confirming why our product offering has extra value over this competitor.” (Product Manager) “The value of this tool is that it teaches the right kind of strategic thinking in the organization.” (Sales Director) “This is a very useful way to frame total value – it’s a more effective way to communicate value.” (Product Manager) “We see this a useful tool for marketers to verify the perceived value against willing to pay value with an external target.” (Global Market Manager) Version – Date - Case 19 Copyright © 2009 LeveragePoint Innovations Inc. — Confidential