BTOES Insights Official
By
September 28, 2018

BTOES EXCLUSIVE SLIDE DECK: Customer-Back Value Propositions

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Courtesy of Illinois Tool Works, Inc.'Customer-Back Value Propositions' offers the following exceptional takeaways:

  • Demonstrating a method for working with customers to identify pain points and quantify customer’s current total cost of ownership for the Jobs-To-Be-Done (JTBD)
  • Reviewing how to derive the future Value Proposition the customer will realize after deploying their new product
  • Showing how this “Customer-Back” Value Proposition can be used to establish Value-based Pricing and as a basis for Value Selling.
  • Prioritizing Opportunities with “Customer-Back” Value Propositions
  • How might we best identify customer pain points and problems that they are willing to pay to be addressed?
  • How might we understand and quantify customer value?
  • How might we leverage our understanding of the customer value proposition to justify premium or value-based pricing

maria thompson cta

About Illinois Tool Works, Inc.

Founded in 1912, Illinois Tool Works, Inc. (ITW) is a global industrial company centered on a differentiated and proprietary business model. The company’s seven industry leading segments leverage the ITW Business Model to generate solid growth with best-in-class margins and returns in markets where highly innovative, customer focused solutions are required. ITW’s 50,000+ dedicated colleagues around the world thrive in our decentralized, entrepreneurial culture. In 2017, the company achieved revenues of $14.3 billion, with roughly half coming from outside North America. Download this slide deck to see Maria Thompson discuss their journey, and learn how to prioritize opportunities with “Customer-Back” Value Propositions.

 

About the Author

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Maria Thompson is a Senior Technology Operations Leader with international experience in innovation, change management, and organizational capability improvement. She facilitates teams to creatively solve problems to generate strategic patent portfolios and new product and service designs. She has introduced new processes, technology, and culture change to organizations, resulting in creativity, quality and productivity improvements. She’s an accomplished innovator and patent-holder skilled at fostering alliances with senior management, strategy, legal, research, marketing, engineering & services personnel. She’s successfully improved the innovation capability of organizations ranging from five to 5000 staff across AT&T Bell Laboratories, Motorola and now Illinois Tool Works, Inc. (ITW).

Since early 2014, Maria partners with ITW business innovation leadership in a Senior Director role to accelerate organic growth with a global innovation process framework. In addition to harmonizing business stage gate processes with the Innovation Framework for continuous improvement, she facilitates innovation tool workshops, expedites cross-Segment communications and creative problem solving, and enables best innovation practice sharing with an annual global Innovation Summit. Workshop topics include: Facilitating Small Teams, Customer Interviewing, Value Proposition derivation, Go To Market Strategy and Planning, and Structured Brainstorming.

These slides were first presented at the Business Transformation and Operational Excellence World Summit (BTOES). To learn more, please visit btoes.com.

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