{"product_id":"9781945815003","title":"Dollarizing Differentiation Value: A Practical Guide for the Quantification and the Capture of Customer Value","description":"\u003cp\u003eNow is the time to answer that \"value\" question so well and so completely that your organization thrives. The biggest winners in the 21st century will have value-based strategies, value-based innovation, value-based marketing, and value-based pricing. There has never been a more exciting and lucrative time to pay attention to value and turn a daunting question of survival into a sustainable answer of success.--from the Introduction\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003ePricing based on customer value is a pillar of modern marketing. This book proposes practical and real-life actions that marketers can take to better segment their market, understand their differentiation, and design dollarized\u003c\/p\u003e\u003cp\u003evalue propositions. A must-read! — Pierre Schaeffer, Chief Marketing Officer, Thales\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003eB2B companies have to be better at understanding their true differentiation and how to translate it into financial benefits for their customers. This book proposes a practical framework for extracting true differentiation and for\u003c\/p\u003e\u003cp\u003edollarizing it. Reading it will change your views on how to draft your customer value propositions!\u003c\/p\u003e\u003cp\u003e—Vishaal Jayaswal, Vice President of Client Solutions \u0026amp; Value Strategy, Cox Automotive Inc.\u003c\/p\u003e\u003cp\u003eValue-based pricing is much more than a pricing strategy—it is a go-tomarket strategy. This book reinforces that reality and proposes a practical framework for managing value-based transformations. It covers the foundation of marketing: segmentation, differentiation, dollarization, and pricing. Stephan’s energetic style and expert perspective shine throughout, making this book an engaging must-read for all commercially focused professionals.\u003c\/p\u003e\u003cp\u003e—Kevin Lemke, Vice President of Pricing \u0026amp; Commercial Excellence, Stanley Black and Decker\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003eDollarizing differentiation is the essence of value-based pricing. Liozu proposes concrete and practical guidelines for getting started and for using dollarization in go-to-market strategies. Reading this book will change the way you manage your customer value propositions across your entire organization!\u003c\/p\u003e\u003cp\u003e—Tom Wingren, Director of Pricing \u0026amp; Sales Development, Wartsila Marine Solutions\u003c\/p\u003e\u003cp\u003eEveryone believes he does value selling, but is that really so? We keep falling into the same traps: thinking value in absolute terms, without reference to a next-best competitive offer; listing benefits but stopping short of putting a dollar tag on them; or, very often, believing value is the same for all customers. Stephan’s book is all about avoiding the product-centric traps to really become customer-centric. And unlike most of its kind, it is easy to read and loaded with humor. A compelling read!\u003c\/p\u003e\u003cp\u003e—Benoit Rengade, Business Process Owner, Value-based Pricing, Michelin\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e","brand":"Value Innoruption Advisors","offers":[{"title":"Default Title","offer_id":47063112876272,"sku":"9781945815003","price":24.99,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0737\/7593\/9824\/files\/9781945815003_p0.jpg?v=1763767594","url":"https:\/\/shop-qa.barnesandnoble.com\/products\/9781945815003","provider":"Barnes \u0026 Noble (DEV)","version":"1.0","type":"link"}