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Value to Customer

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Tarmo Kekki
Tarmo Kekki

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

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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

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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