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Elements of Value®
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.
How can you avoid the commoditization trap? Understanding what your customers truly value helps you differentiate your offering, grow, gain share, and command premium prices. Although value ultimately lies in the eye of the beholder, that doesn’t mean the value is unknowable. 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 make decisions, grow revenue, and boost their NPS® scores.