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Building Customer Value in B2B Markets by Gaurav Garg is a document available to read on EtoBox.

What is Building Customer Value in B2B Markets about?

The document discusses field value assessments, which are used to build customer value models. Field value assessments involve gathering data from customers directly to understand the technical, economic, service, and social benefits they receive from a product or service and how it affects their costs. The key steps in conducting a field value assessment include selecting customers to work with, generating a comprehensive list of value elements, validating the initial model with additional customers, and u

Author

Gaurav Garg

Language

EN