EXPANDING MARGINS
Many B2B companies are stuck in a value trap because product improvements do not expand margins. Linking customer value to margins provides a sound basis for strategic growth.
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BUSTING THE SALES TRAP IN STRATEGIC PLANNING
Most senior executives do not realize the strategic potential of increasing customer value. An assessment of more than 400 executives showed more than 70% underestimate the impact of increasing customer value on sales growth
SOLVING THE EBITDA PUZZLE
EBITDA increases need not come from relentless expense reduction. The successful strategy uses customer value to prioritize budgeting because EBITA is strongly driven by customer value.
