The document introduces the Customer Value Method for developing high value customer solutions. The Customer Value Method includes a Customer Model and Customer Proposal. The Customer Model provides a framework to understand the customer's needs from both the customer and supplier perspectives. It considers the components, functions, revenues, and expenses needed to create an effective customer solution. The Customer Proposal turns the value proposition into a practical solution proposal to involve the customer in the development process. Using the Customer Value Method leads to more collaborative and open solution development that better meets customer needs and results in higher value solutions.

1. Customer Value Method
to high value customer solutions

2. Your reality?
As a customer how much you were involved
in a customer solution development?
As a supplier how much you involved customers
in a customer solution development?

3. Setting in a typical customer solution development?
Supplier
- development capital
Customer
- final decisions
Outcome:
- supply directed solutions
- no customer commitment
- unnecessary iterations needed

4. Customer centered culture still to come!
..but while waiting, we can help You!

5. Customer Value Method
=
Customer Model
+
Customer Proposal

6. Customer Model
Customer model includes the components and functions
needed to take into consideration to create a customer
solution, as well as the revenues it generates and the
expenses it incurs
Customer Proposal
Customer proposal is the value proposition turned into
practical customer solution proposal to be used in customer
solution development

7. Customer Model Figure
a canvas to be used as
- a checklist
- to give an overall picture of a current situation
- to compare customer and supplier points of view
- to evaluate competitive solutions
- to innovate new customer models

8. Customer Proposal
to enhance customer involvement
- from selling to collaboration
- learning and sharing
- open solution development

9. Advantages
- provides a better holistic view
- productive customer involvement
- supports systematic development
- easier to manage and follow-up development
- leads to higher customer value solutions

10. Mr Jarmo Markula
GSM +358 50 572 4871
jarmo.markula@asiakkuuskehitys.fi
www.asiakkuuskehitys.fi
Thank you for your attention!
Contact information,