ABSTRACT
In “Value quantification: processes and best practices to document and quantify value in B2B,” Andreas Hinterhuber presents the results of an empirical survey on value quantification capabilities in European and US-based business-to-business (B2B) companies. This chapter presents five key steps that can guide managers in industrial companies in quantify value: generation of customer insight, value creation through meaningful differentiation and collaboration, value proposition development, value quantification, and implementation/documentation. This chapter also highlights several case studies of quantified customer value propositions, SKF, Tieto, and SAP among them.
