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Picture Value Product Entirely complimentary to any CRM (Customer Relationship Management) initiative Value Product is a B2B (business to business) product, which enables you to offer to your customers a new dimension of service around your product, using Internet technology. Value Product integrates with Value Sales and reflects in Value Procurement to deepen your service levels to your customers, enabling you to provide creative and innovative services around your product set in entirely new ways. This approach lets you monitor and measure the performance of your product on customer site or in service, and is about measuring the 'cost of ownership' of your product. Service levels are increased through condition monitoring, predictive maintenance, monitoring customer usage / monitoring consumption. Keeping track of this information, you can build more proactive and innovative service agreements, offer relative performance data to your customer, ensuring your product is optimally used, and improve your own product quality through real objective feedback. Know the cost of owning or running your product to the customer through Value Product. Integrate this with Value sales and you have a complete Impact on benefit and cost of ownership data. For instance, when making a capital investment, many benefits are analyzed and paybacks in terms of savings are projected. What often gets overlooked is the actual additional cost of the ownership that is not always known beforehand by the customer. There is opportunity for competitive product and service differentiation. This has the added advantage of allowing you and your customer to assess issues or opportunities with regard to the operations of the product, to keep it in line or to exceed the initial value proposition and justification. This approach is now being used by many of the larger corporate organisations to set new standards of service. Dont miss out. If you are selling to big or small companies set a new standard before you are forced to. Value Service Value Service is the Sister to Value Product and about quantifying and measuring key service attributes that let you and your customer measure the cost and effort of receiving your service to the customer. Each service when delivered must have a projected benefit as measured and quantified in Value Sales. Value Service enables you on a micro level to see and measure costs and effort on the customer organization in relation to this. This has a number of advantages. Firstly you can directly attribute the benefits (Value Sales) to detailed effort and cost (Value Service). On this basis you can understand if benefits were down to your service, you can understand if overall costs were or were not down to your service. You can identify ways to make it easier for your customer to do business with you, and your customers are assured that the service they receive from you is optimized in this way, and is continually so with them. Lastly, you can identify during delivery of service or early post delivery that the indications of reaching the benfit (value sales) are still on course, before overall benefits or costs could reasonably be measured. A simple example would be increased costs or effort on behalf of customer in relation to planned work completed, would affect the initial value proposition. Corrective action can still be taken. An IT system can be purchased on basis of increasing customer service, inventory turns and so on. These may or may not be quantifiably achieved, hopefully yes, but if this has cost an increase of 50 people in IT, the cost of achieving the initial benefit on the bottom line could be lost. Value Service aims to avoid this problem by firstly showing you have understood what is required by your customer of your service and provides measures to assess and correct should deviations occur. This gives your customer peace of mind and confidence, and can help forge cooperative strategic partnerships with your customer. Designed specifically for service related industries as opposed to those who have actual physical products to sell and support. Even services packaged as products would benefit from Value Service. An example of Value Service would be service levels on a help line, actual time or money spent on implementation of a change program in consultancy. Value Service looks at the cost of ownership or participator, value sales looks at benefit of ownership. |
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