| Key Roles & Processes |
Stages in Value Selling Alignment |
Situational
 |
Proactive
|
Organized
|
Collaborative
|
Managed
|
| Pricing Processes |
No processes in place to support value selling |
Rudimentary account planning in place |
Pricing linked to marketing strategy |
Offering design and pricing supports targeting |
Pricing metrics align with customer value |
| Value Propositions |
Informal
Customer driven |
Value propositions articulated |
Propositions are data driven |
Propositions reflect individual customer metrics |
Customer performance linked to pricing processes |
| Sales Organization |
Individual stars |
Competencies identified and used as basis for training |
Value selling competencies used in hiring process |
Sales incentives linked to value selling results |
Sales and operations work as an integrated unit to deliver value |
| Delivery Performance |
Respond to "squeaky wheels" and emergencies |
Organization understands value "delivery" |
Roles in value delivery clearly defined |
Performance measures reflect value delivery |
Value considered throughout lifecycle |
| Measurement Systems |
Back of the envelope |
Basic stand-alone financial systems |
Systems integrated with corporate systems |
Customer profitability systems |
Fully integrated ERP with customer profitability |
| |
| Customer Awareness |
- » Only a few customers "get it"
- » Customer purchases on price
|
- » Customers understand value proposition
- » Customers see differentiation but still buy primarily on price
|
- » Customers participate in defining value propositions
- » Purchase decision made on fit, quality, and price
|
- » Customers provide data to support value measures
- » Premium pricing on selected parts of product line
|
- » Customers take lead role in defining value propositions
- » Premium pricing across the product line
|
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