speed of the game: moving from data to insight to action
DESCRIPTION
Moving from Customer Value Data to Insight to Action presented by Jerry Alderman, CEO of Valkre at the Institute for the Study of Business Markets Winter Conference, 2013.TRANSCRIPT
DATA TO ACTION:
SPEED OF THE GAMEISBM : Winter Meeting
February 27, 2013
© 2013 Valkre Solutions, Inc.2
SYSTEM DESIGN CRITERIA NOT A DEEP METHODS REVIEW
Focus of the Data
Visibility before Insight
Accountability to Action
Limited Staff and Needing Speed
3
DATA, INSIGHTS, AND ACTION
© 2013 Valkre Solutions, Inc.
5 Continents ▪ 20 Industries ▪ 400 Applications ▪ 1000+ Customers
10,000+ Opportunity Insights 500 Actions to Drive Growth
Endorsement:
Owens Corning
OC shared their DVP experience at the ISBM nearly three years ago
“The Valkre team has created one of the first systems I have found that truly allows us to learn what our customer values and use that information in the daily operation of the business...”
– Karel CzandernaGroup President, Building MaterialsOwens Corning
© 2013 Valkre Solutions, Inc.4
“Beating Plan by 50%”
“National Vendor of the Year”
“Maintained 100% Share Position”
“Signed Long Term Contract”
“Grew Share from 65% to 100%”
General Electric
GE shared their DVP experience at the 2012 BMA International Conference
“…what we have learned about DVP is that this is truly a revolutionary process whereby we can build a great partnership with our customers, take from wherever we are today and take it to a higher level down the road...”
– Steve LiguoriExecutive Director, Global MarketingGeneral Electric
5© 2013 Valkre Solutions, Inc.
© 2013 Valkre Solutions, Inc.6
B2B HAS BEEN A WORLD DRIVEN BY SALES
Customer with complex needs
Sales is at the center of everything Supplier selling
complex solutions
This Business Model is Changing
Technology is enabling visibility and better informing customers
The connected world is bringing massive growth of global competition
1001001
1000010
1010101
001011
© 2013 Valkre Solutions, Inc.7
MARKETING IS THE NEW PROFITABLE GROWTH CHANNEL
Marketing
Data Insight Action
There is real business downside
What is your plan?
Marketing
Customer SupplierSales
© 2013 Valkre Solutions, Inc.8
DVP REFRESHER: A CUSTOMER VALUE SOFTWARE PLATFORM
Internal Alignment
Customer Understand
ing
Promise Manageme
nt
Internally model and quantify how you are differentiated from competition
Customer conversations to fully understand how you create value today and the opportunity to improve
Decide on customer value opportunities and execute
© 2013 Valkre Solutions, Inc.9
DATA: SUCCESSFUL DESIGN FACTORS
Data relevant to business challenge
Ask the right questions: customer value
Your own people
need to do it
Start simple then get complex…it’s a journey
Start with small teams…then large scale sales force collection
© 2013 Valkre Solutions, Inc.10
INSIGHTS: SUCCESSFUL DESIGN FACTORS
Water cooler talk: socialize the data before insights
Simple organization such as Top 10
Personable: connected to real customers with names
Not one and done…builds on itself
11
ACTION: SUCCESSFUL DESIGN FACTORS
Insights against real business challenges
Give the GM a Stick
Joint accountability with the customer
Easy access and visibility
© 2013 Valkre Solutions, Inc.
© 2013 Valkre Solutions, Inc.12
LIMITED STAFF & NEED SPEED: SUCCESSFUL DESIGN FACTORS
Now is Marketing’s Time
Limited Staff
Speed and Scale
Data Insight Action
Get comfortable with Technology!
13
Data• Your own people need to do it• Start simple then get complex…it’s a
journeyInsights
• Water cooler talk: socialize before insights
• Personable: connected to real customers
Action• Insights against real business
challenges • Give the GM a Stick
THERE IS A NEW SPEED OF THE GAME
© 2013 Valkre Solutions, Inc.
SpeedLim
ited
Sta
ff
What's different: OPPORTUNITY COST!!!!!!
© 2013 Valkre Solutions, Inc.14
CONTACT
Jerry Alderman
Chief Executive [email protected]
t: 630.650.5900
Twitter: @dvpjerry
Mitchell Lederer
Senior Vice [email protected]
t: 312.477.0568
Valkre Solutions, Inc.
Valkre is a Chicago-based software company founded in 2008. Our purpose is to improve the speed of collaboration between suppliers and customers in Business-to-Business (B2B) markets. Valkre has created a breakthrough Customer Value Management system that has been built with GE and other leading B2B companies. The journey involved two significant endeavors: First, the innovation of a world class methodology called Differential Value Proposition (DVP), establishing the process necessary to achieve Customer Value Management. Second, the building of Render, cloud-based software that enables a company to own a cost effective Customer Value Management system that is sustainable and scalable. The speed driven by Render and DVP helps suppliers and customers stay ahead of competitive offerings by aligning on value and innovation needs. The result is increased profitable growth.
For more information on Valkre, please contact us:
www.valkre.com | [email protected] | 866.326.2018 | blog.valkre.com
15© 2013 Valkre Solutions, Inc.