B2B Decision Makers - Four Dimensions of Value
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1. Forrester. " Fuel Growth Through Customer Centered Alignment ." Sept 24 2023.
2. Lindenau et al, "2023 B2B Buyers Survey Report" Demand Gen Report & Vidyard . Jul 2023.
Economic Value
Is the price right for the value?
There is a ROI for time and effort in
buying product/service.
Functional Value
Buyer needs are central in
solution(s) features and
functionality pre and post sale.
Experiential Value
Customer feels supported and
valued in every interaction, in -
person & online. The interactions
speak to their company and their
expertise in the industry.
Symbolic Value
Product/Service is an integral
solution, which for customers
extends beyond tangible
