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B2B Elements of Value®

How can you avoid the commoditization trap? By understanding what each customer set values most. B2B Elements of Value is a five-level, 40-element framework that delineates the objective and subjective criteria that determine what really motivates customers to buy.    

B2B Elements of Value®

Bain partners Jamie Cleghorn and Eric Almquist explain why it's so hard to win on price and performance alone, and how Elements of Value can give B2B companies a new competitive edge

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Elements of Value® is a registered trademark of Bain & Company, Inc.
 
Net Promoter® and Net Promoter System® are registered trademarks of Bain & Company, Inc., Fred Reichheld and Satmetrix Systems, Inc.

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