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

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