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Speed of the Game: Moving from Data to Insight to Action
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Speed of the Game: Moving from Data to Insight to Action


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Moving from Customer Value Data to Insight to Action presented by Jerry Alderman, CEO of Valkre at the Institute for the Study of Business Markets Winter Conference, 2013.

Moving from Customer Value Data to Insight to Action presented by Jerry Alderman, CEO of Valkre at the Institute for the Study of Business Markets Winter Conference, 2013.

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  • 1. DATA TO ACTION:SPEED OF THE GAMEISBM : Winter MeetingFebruary 27, 2013
  • 2. SYSTEM DESIGN CRITERIA NOT A DEEP METHODS REVIEW Focus of the Data Visibility before Insight Accountability to Action Limited Staff and Needing Speed2 © 2013 Valkre Solutions, Inc.
  • 3. DATA, INSIGHTS, AND ACTION5 Continents 20 Industries 400 Applications 1000+ Customers 10,000+ Opportunity Insights 500 Actions to Drive Growth © 2013 Valkre Solutions, Inc.3
  • 4. OC shared their DVP experience at the ISBM Endorsement: nearly three years ago Owens Corning “Beating Plan by 50%” “National Vendor of the “The Valkre team has created one of Year” the first systems I have found that “Maintained 100% Share truly allows us to learn what our Position” customer values and use that information in the daily operation of “Signed Long Term the business...” Contract” – Karel Czanderna “Grew Share from 65% to Group President, Building Materials 100%” Owens Corning4 © 2013 Valkre Solutions, Inc.
  • 5. GE shared their DVP experience at the 2012 General Electric BMA International Conference “…what we have learned about DVP is that this is truly a revolutionary process whereby we can build a great partnership with our customers, take from wherever we are today and take it to a higher level down the road...” – Steve Liguori Executive Director, Global Marketing General Electric5 © 2013 Valkre Solutions, Inc.
  • 6. B2B HAS BEEN A WORLD DRIVEN BY SALESTechnology The connectedis enabling world is bringingvisibility massive growth ofand better global competitioninformingcustomers Sales is at the center Customer with of everything Supplier selling complex needs complex solutions This Business Model is Changing 6 © 2013 Valkre Solutions, Inc.
  • 7. MARKETING IS THE NEW PROFITABLE GROWTH CHANNEL Data Insight Action Marketing Marketing Customer Sales Supplier There is real business downside What is your plan?7 © 2013 Valkre Solutions, Inc.
  • 8. DVP REFRESHER: A CUSTOMER VALUE SOFTWARE PLATFORM Internal Customer Promise Alignment Understanding Management Internally model Customer Decide on and quantify how conversations to customer value you are fully understand opportunities and differentiated how you create execute from value today and competition the opportunity to8 improve © 2013 Valkre Solutions, Inc.
  • 9. DATA: SUCCESSFUL DESIGN FACTORS Data relevant to business challenge Ask the right questions: customer value Your own people need to do it Start simple then get complex…it’s a journey Start with small teams…then large scale sales force9 collection © 2013 Valkre Solutions, Inc.
  • 10. INSIGHTS: SUCCESSFUL DESIGN FACTORS Water cooler talk: socialize the data before insights Simple organization such as Top 10 Personable: connected to real customers with names Not one and done…builds on itself10 © 2013 Valkre Solutions, Inc.
  • 11. ACTION: SUCCESSFUL DESIGN FACTORS Insights against real business challenges Give the GM a Stick Joint accountability with the customer Easy access and visibility11 © 2013 Valkre Solutions, Inc.
  • 12. LIMITED STAFF & NEED SPEED: SUCCESSFUL DESIGN FACTORS Data Insight Action Limited Staff  Get comfortable with Speed and Scale Technology! Now is Marketing’s Time12 © 2013 Valkre Solutions, Inc.
  • 13. THERE IS A NEW SPEED OF THE GAME Data • Your own people need to do it • Start simple then get complex…it’s a journey Insights • Water cooler talk: socialize before insights • Personable: connected to real customers Action • Insights against real business challenges Limited Staff • Give the GM a Stick Speed13 Whats different: OPPORTUNITY COST!!!!!! © 2013 Valkre Solutions, Inc.
  • 14. CONTACTJerry AldermanChief Executive Officer t: 630.650.5900 Twitter: @dvpjerry Mitchell Lederer Senior Vice President t: 312.477.056814 © 2013 Valkre Solutions, Inc.
  • 15. Valkre Solutions, Inc. Valkre is a Chicago-based software company founded in 2008. Our purpose is to improve the speed of collaboration between suppliers and customers in Business-to-Business (B2B) markets. Valkre has created a breakthrough Customer Value Management system that has been built with GE and other leading B2B companies. The journey involved two significant endeavors: First, the innovation of a world class methodology called Differential Value Proposition (DVP), establishing the process necessary to achieve Customer Value Management. Second, the building of Render, cloud-based software that enables a company to own a cost effective Customer Value Management system that is sustainable and scalable. The speed driven by Render and DVP helps suppliers and customers stay ahead of competitive offerings by aligning on value and innovation needs. The result is increased profitable growth. For more information on Valkre, please contact us: | | 866.326.2018 | blog.valkre.com15 © 2013 Valkre Solutions, Inc.