Consumer Elements of Value®
The value of any product or service always lies in the eye of the beholder, but that doesn’t mean the value is unknowable. In fact, universal building blocks of value exist, and leading B2B and B2C businesses are built on them. The Elements of Value® framework helps you pinpoint what matters most to your customers so you know where to focus your product or service strategy.
Based on more than 30 years of research, we’ve identified dozens of distinct elements of value and quantified their linkages to growth, customer loyalty, market share, pricing and revenue. This empirical approach has helped countless clients of ours make decisions, grow revenue and boost their NPS scores. See what it can do for your company.
As consumers' preferences and behaviors change it can become difficult to understand precisely what motivates their buying decisions. Elements of Value provides a robust, deeply researched framework that helps you assess the many objective and subjective criteria that influence consumers' choices. That clear-eyed understanding enables you to invest in the features, innovations and other attributes that make your product or service speak to what consumers really value.
Understanding the functional and emotional aspects of your product’s value elevates its status and enhances brand equity
Strong performance on multiple Elements of Value correlates closely with higher and sustained revenue growth
Delivering on more elements than your competitors gives you greater leeway in setting a competitive price
Segmentation projects around the world across industries
Build the most effective customer segmentation capabilities—those that allow your company to allocate scarce resources where they'll deliver the highest payoff.