Value First Then Price - Quantifying Value in Business to Business Markets from both a buyer and sellers perspective

Todd Snelgrove, Global Value Merchant, Former Global Vice President of Value; SKF
Andreas Hinterhuber, Partner, Hinterhuber & Partners

Wednesday | January 18th | 10a.m. CST

SAMA Focus Area

Value quantification, Value analysis, Documenting value, Pricing strategy

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Strategic Account Managers are at the forefront of their organizations of price realization. Value selling and Value-based pricing-pricing a product according to its value to the customer rather than its cost to produce is the most effective and profitable pricing strategy. Buyers need to evaluate the monetary benefits of a product against the price of its competitors. Sellers justify their price points through documenting the value of a product, emphasizing its superiority against competitors and therefore justifying the premium price.
This webinar proposes a quantitative methodology to value pricing that has been road-tested through a wide variety of real-life industrial cases. Todd Snelgrove and Andreas Hinterhuber will present a best practice overview of how leading companies quantify and document value to customers. In doing so, they will provide strategic account managers with the best practices they need to quantify the value of their products to demanding, hard-nosed industrial purchasers.


$99.00 - SAMA Individual Members

$169.00 - SAMA Non-members (This $169 can be applied toward your $550 membership fee if you join SAMA.)

Free - SAMA Corporate Member Companies (They have access to all live and on-demand webinars.)

Presenter Information

LaVon Koerner

Todd Snelgrove is a natural leader who, for more than 20 years, has demonstrated the ability to foster, engage and motivate a company to be able to articulate, quantify, sell and price for its value. As the former global vice president of value at SKF, a leading global industrial engineering company, he developed and led SKF's initiatives to quantify customer value. Snelgrove and Andreas Hinterhuber recently published "Value First Then Price: A Quantifiable Guide for B2B Markets From Both a Buyers and Sellers Perspective," and Snelgrove is the author of multiple articles on value-based selling and value quantification in the Journal of Revenue and Pricing Management and others. He regularly speaks at international conferences and is a guest speaker at the MBA programs of Northwestern University, London Business School and IMD.

LaVon Koerner

Andreas Hinterhuber is a Partner of Hinterhuber & Partners (, a visiting professor at USI Lugano, Switzerland, and was acting chair and head of the Department of International Management at Katholische Universität Eichstätt-Ingolstadt (Germany). Previously, he worked for ten years in global management positions in the chemical and pharmaceutical industry. His main research interest is pricing, and he has published articles in Industrial Marketing Management, Long Range Planning, MIT Sloan Management Review, Journal of Strategic Marketing, Business Horizons and other journals. Together with Stephan Liozu he is co-editor of the books Innovation in Pricing (Routledge, 2012) and The ROI of Pricing (Routledge, 2014).

Registration for this webinar is now closed

If you would like information on obtaining an audio file of the event, please contact Erin Pallesen

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