SAMA WEBINAR SERIES

Value quantification in strategic account management

Stephan M. Liozu, founder, Value Innoruption Advisors LLC

Wednesday | April 10 | 11 a.m. Eastern time

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Description

A holistic value management process contains three critical dimensions that form an unbreakable chain: value creation, value quantification and value capture. While creation and capture have received a lot of attention from scholars and practitioners, less has been paid to the process of quantification in strategic account management. Value quantification, also called value modeling and value dollarization, is a scientific process that requires skills in voice–of–customer research, value–in–use analysis and the modeling process of differential economic value. During academic research exploration, Stephan M. Liozu conducted an in–depth study of the value–based pricing methodology. At the heart of value–based pricing is a step called economic value modeling based on the economic value estimation® methodology. As former president and chief executive officer of Ardex America Inc., he sponsored organizational transformation toward value–based pricing that included deployment of the EVE methodology and cloud–based software.

In this webinar, he will review the value quantification methodology and the role of strategic account managers in making the process successful. The session will start with a brief review of the three elements of the sustainable value management process. Then the process of quantification will be reviewed in detail with the presentation of real–life case studies and examples. Best practices and key success factors will be introduced, as well.

You will learn:
  • The latest theoretical and practical aspects of value–based pricing and value quantification
  • How SAMs can lead and contribute to the successful value quantification process
  • Practical ways and tips to get the right information from accounts to build value quantification models (voice–of–customer methods)
  • Specific case studies and examples of value quantification models
  • The critical success factors of the value quantification process (the eight C's of successful value models)

Pricing

$99.00 SAMA Individual Members

$169.00 SAMA Non-members (This $169 can be applied toward your $450 membership fee if you join SAMA.)

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

Presenter Information

Stephan Liozu

Stephan is founder of Value Innoruption Advisors and specializes in disruptive approaches to strategy, innovation, pricing and value management. He has more than 20 years of global business experience and has worked both for Fortune 500 companies and family–owned businesses. Most recently he served as president and CEO of Ardex America. Stephan has a master's of business administration degree in marketing from Cleveland State University (1991) and a master's in innovation management from Toulouse University Graduate School of Management (2005). He has a doctorate in management from Weatherhead School of Management at Case Western Reserve University (2013).

In recent years he has published articles in the Journal of Revenue and Pricing Management, Journal of Business Strategy, MIT Sloan Management Review, Industrial Marketing Management, Journal of Strategic Marketing, The Journal of Professional Pricing and Velocity, and he is a regular presenter at conferences of the Professional Pricing Society and Strategic Account Management Association. Stephan is co–author of Innovation in Pricing: Contemporary Theories and Best Practices (2012). He is on the advisory boards of LeveragePoint Innovations Inc. and Professional Pricing Society.


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



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