Business Value at the Core

Over the last decade, the concept of value to the customer has come to be seen by many as an essential component for strategy formulation in business-to-business markets (Anderson & Narus 1999:5). A good understanding of where and how a firm can deliver superior value to its customers can make a big difference in many of its most strategic choices. These include:

• Choices about which segments of the overall market to target,
• Choices about which combinations of product and service attributes to offer customers in those segments,
• Choices about what types of price structures and what price levels to establish for different versions of products and types of customers, and
• Choices about how to frame the firm's value message in communications with its different types of customers.

© 2001 CustomerValueCenter

Business Case
Value Analysis

• Introduction
• Basic Theory
• Value Analysis
• Setting Prices
• Resources
• - Home -

• Business value
  at the core
• Defining value
• Estimating value
• Reasons for using business case value analysis