ABSTRACT
This chapter analyzes the value propositions of 125 Business to Business (B2B) companies: these companies vary in size and include Fortune 500 companies as well as many small and medium-sized companies. It presents a research on the interviews at dozens of large and medium-sized companies across a wide range of industries, including automotive, IT services, chemicals, B2B services, pharmaceuticals, forestry, and machinery. The chapter presents a framework for the effective development of quantified value propositions, as a result of this research. According to the research, companies that master the development of quantified value propositions strive, first and foremost, to achieve leadership in customer insight. Confidentiality agreements signed with the companies that are subjects of this research make it impossible to share details on these value propositions. The preliminary results of this research indicate that companies with well-developed value quantification capabilities are able to realize higher prices and higher win rates.
