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Pradeep Anand, Seeta Resources
Pradeep Anand; [email protected]; www.seeta.com; +1 281 265 9301 2
Pradeep Anand; [email protected]; 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; [email protected]; 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; [email protected]; www.seeta.com; +1 281 265 9301 5
Cost Reductions
Revenue Additions
ROA Improvements
EVA Improvements
OthersPradeep Anand; [email protected]; www.seeta.com; +1 281 265 9301 6
Pradeep Anand; [email protected]; 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; [email protected]; www.seeta.com; +1 281 265 9301 8
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; [email protected]; www.seeta.com; +1 281 265 9301 10
Four Major BuyersEnd‐UsersTechnical BuyersEconomic BuyersManagement
Pradeep Anand; [email protected]; 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; [email protected]; www.seeta.com; +1 281 265 9301 12
Customer Value Impact
Ris
k
High
Low
Customer/Supplier
Thank You!
Pradeep Anand, Seeta Resources
