Perspectives on Customer Value Analysis

Customer Value, Inc.’s series, Perspectives on Customer Value, covers the analytical side of Customer Value Management. Each issue has a “Strategies” section, intended for all business managers, featuring a topical issue in managing customer value. In addition, Perspectives provide guidance on using the Value-Strategy Toolkit™ software to analyze key issues.

Click below to access the current or back issues of the newsletter.

No. 4 : How cross-functional purchasing teams can use the Customer Value framework.
No. 3 : How to use customer-value profiling in the key-account sales process.
No. 2 : How to summarize detailed data to get the big picture on customer needs.
No. 1 : Your comparative advantages are your most effective selling points