Building Business on Customer Value
Wednesday 7 May 2014, 9 – 12 am | Aalto Open Innovation House, Otaniemi

Industrial companies are differentiating from commoditized competition and improving their margins by customer value-based business approaches.

Anybody interested in successfully selling novel, innovative offerings should attend this seminar to learn how leading-edge industrial companies are applying value-based selling, value-based pricing and transforming their operations toward new, value-based approaches.

More information available on event www-pages.

Seminar programme 9-12 am



Creating, Calculating, Communicating, and Profiting from Value to drive sustainable improvements to both buyer and sellers bottom lines
Todd Snelgrove, Global Manager, Value | SKF Group

How does one get paid for value created? This question has been asked by every premium player in every market of the world. Since the financial benefits of value creation and pricing are well known, why is it that so many companies do not achieve the results they want after they have done the work to create something that is of value? For those that do invest and create customer value, it is time to do the work to profit from that value!

pp Global sales transformation challenges
Petri Paukkunen, Vice President, Sales and Marketing | Valmet Technologies, Paper Mills

Valmet has a long background as a world leading paper and board machine supplier. Change from paper machine sales to value adding sales with strong service emphasis has been an interesting path. Challenges will be analyzed with some practical examples from global perspective.

ssf Value-based Pricing
Sanna Silander-Falk, Doctoral student | Vaasa University
pt Why value based business?
Pekka Töytäri, Doctoral Researcher | BIT Research Centre, Aalto University

”Companies that are best in class in value selling realize a 60 percent higher customer retention rate, 17.9 percent difference in year over year growth in company gross profits, and larger deal sizes. So why is it that so many companies still take a market share or cost driven strategy versus value differentiation?”

In this compelling seminar, Todd Snelgrove will explain how presenting value in financial and quantifiable terms allows customers, and the new decision makers in finance and procurement to want and be able to buy based on value not lowest price.

The seminar is free, registration required by April 30:

The seminar arranged by the Future Industrial Services research programme.

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