2011 Promises to be like 2010 only more so!
More competition, more innovation, more price pressure.
2010 reinforced the importance of being able to compete on differentiated value. Most of our customers found that their markets got more competitive, with new competitotrs entering, new solutions emerging and continued price pressure. While some companies responded by ad-hoc discounting and price cutting, the more compelling response was to create, communicate and then capture differentiated value.
In 2011 LeveragePoint will continue to deliver the most comprehensive software platform for value-based selling and pricing. Taking advantage of our Software as a Service Platform (SaaS), we will be rolling out new functionality every month. In Q1 the focus will be sales - our goal is to equip the salesforce with the most powerful solution for value-based selling. With several global salesforces now using LeveragePoint to accelerate the sales cycle and to win higher prices in sales negotiations, we are able to use their input to continually improve the data, tools and presentations used by sales. The best way to develop software is with the people who use it in the real world. LeveragePoint's sales module is designed with and for sales, to make the individual sales person more effective.
Before diving into 2011, we would like to take a moment to share our most popular blog posts of 2010.
Everyone enjoys case studies, and the two most read case studies on our blog were
- A Value Model for Johnson & Johnson Coronary Stents and
- Radiology in the Cloud - What is Differentiated Value.
Discounting and pricing in the software industry were also a popular topic. Both of these posts provoked a lot of discussion on LinkedIn.
- Are Software as a Service Companies Innovating on Pricing Metrics?
- Discounting in Enterprise Software: Challenge and Opportunity.
Coming to a price, and negotiating a sale, are a conversation. Webinars are a good way to stimulate conversation. If you missed ours, the high points were
- Tom Nagle's Getting Your Organization Aligned Around Value, which was produced with the Professional Pricing Society, and
- Ed Arnold and Jay Manson on how Control of Discounting Requires Collaboration on Value.
We look forward to continuing the conversation in 2011. Each of us needs to find and communicate our differentiated value, and doing so will make us all wealthier.
