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Pradeep Anand, Seeta Resources
Pradeep Anand; pa@seeta.com; www.seeta.com; +1 281 265 9301 2
Pradeep Anand; pa@seeta.com; www.seeta.com; +1 281 265 9301 3
CUSTOMER:REVENUE ADDITIONS
COST REDUCERSROA IMPROVEMENTS
Benefits
Features
Product Services
• Understand what customers value– Revenue Addition– Cost Reduction– ROA– EVA
• Create value-driven products and services
• Sell value to customers
Pradeep Anand; pa@seeta.com; www.seeta.com; +1 281 265 9301 4
CUSTOMER:REVENUE ADDITIONS
COST REDUCERSROA IMPROVEMENTS
Benefits
Features
Product Services
• Understand what customers value– Revenue Addition– Cost Reduction– ROA– EVA
• Create value-driven products and services
• Sell value to customers
• Extract value-based pricing from customers
FunctionalityRelationship
ProcessTalent/Labor/Knowledge
RiskMarket
Pradeep Anand; pa@seeta.com; www.seeta.com; +1 281 265 9301 5
Cost Reductions
Revenue Additions
ROA Improvements
EVA Improvements
OthersPradeep Anand; pa@seeta.com; www.seeta.com; +1 281 265 9301 6
Pradeep Anand; pa@seeta.com; www.seeta.com; +1 281 265 9301 7
PositiveDifferentiation
Value
ReferenceValue
Our NegativeDifferentiation
Value-$
Our Added Value to the Alternative
+$
Cost of Alternatives/Competition
$
Pradeep Anand; pa@seeta.com; www.seeta.com; +1 281 265 9301 8
Pradeep Anand; pa@seeta.com; www.seeta.com; +1 281 265 9301 9
Goal is to End Here
CustomersPick first customers who are closer to death valleyOthers don’t have reasons to change habits
CompetitionDon’t wake up 800 pound gorillas from their slumber
Pradeep Anand; pa@seeta.com; www.seeta.com; +1 281 265 9301 10
Four Major BuyersEnd‐UsersTechnical BuyersEconomic BuyersManagement
Pradeep Anand; pa@seeta.com; www.seeta.com; +1 281 265 9301 11
Customer Value ImpactR
isk
HighLo
w
Customer/Supplier
1. Understand & Deliver Value
2. Get Pricing Right3. Small Step to Giant
Leap4. Pick Davids, Not
Goliaths5. Include All Major
Stakeholders
Pradeep Anand; pa@seeta.com; www.seeta.com; +1 281 265 9301 12
Customer Value Impact
Ris
k
High
Low
Customer/Supplier
Thank You!
Pradeep Anand, Seeta Resources
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