Customer-Back Value Propositions

Maria Thompson, Global Innovation Framework Leader, Illinois Tool Work, Inc.

  • 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 picture.png

Premium Content: BTOES Slide Decks

View More Contributor Content 

Customer-Back Value Propositions

    

BTOES Insights is created in partnership with BTOES the largest-scale leadership level event in the Business Transformation & Operational Excellence industry. To learn more about BTOES click here.

994x349 copy
Copy of 1920 _.png
The Business Transformation & Operational Excellence (1)-1.png