An inside look at value quantification of competitive advantages

The chapter addresses the issue of value quantification. It shows that vendors would benefit from adopting it in their day-to-day business for two reasons: increased win-rate and lower demand for discounts from customers; changing price is not necessary: demonstrating value is. Second, it provides three simple steps to follow. Finally, some business cases developed by leading companies in their industry with Hinterhuber & Partners are presented to give a blueprint to follow to vendors that want to start their value quantification journey.