Product Overview

LeveragePoint for Value Management
Product Overview

LeveragePoint Innovations Inc.

Copyright © 2009 by LeveragePoint Innovations Inc.
No part of this publication may be reproduced, stored in a retrieval system, or transmitted in any form or by any means —
electronic, mechanical, photocopying, recording, or otherwise — without the permission of LeveragePoint Innovations Inc.
This document provides an outline of a presentation and is incomplete without the accompanying oral commentary and discussion.

COMPANY CONFIDENTIAL

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Contents

 Who is LeveragePoint?

 LeveragePoint for Value Management Description

 Advantages of eWorking

 Demonstration

Version – Date - Case 2 Copyright © 2009 LeveragePoint Innovations Inc. — Confidential

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Who is LeveragePoint Innovations?

Who we are How we do it
LeveragePoint Innovations (LPI) helps LPI is a Software-as-a-Service (SaaS)
clients activate, embed, and evolve business that delivers innovative
their marketing strategy through online eWorking products based on a
solutions that are designed around the proprietary on-line platform technology
needs of users while they are working. and client services required to make
this successful
Why it matters?
This unique capability enables users to What clients say
create better and faster strategy by:
“I had high hopes, but this
 Immediately applying strategic
far surpasses what I expected.
marketing methods to their real-
This is very powerful.”
world business issues
Chief Marketing Officer
 Easily iterating thinking via an B2B, Fortune 1000 Company
interactive, visual model
 Virtually collaborating around a
consistent, secure format


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Contents




 Demonstration


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How LeveragePoint for Value Management Adds Value to Clients

Client Issues
 Improving margins, competitive pressure, customer pushback on pricing
 Market/Product managers struggle with applying value management methods in their
business plans on a consistent, timely, and on-going basis
 The marketing and sales organizations do not effectively communicate “value” effectively
to each other or to their customers

Existing Solutions Drawbacks/Risks
 Training Workshops Participants have difficulty applying method on
their own later
 In-house models using Excel Cannot be effectively scaled
and PowerPoint Leads to proliferation of formats in organization

 Updates of previous year’s plan Perpetuate outdated and/or incomplete view of
and analysis customer value

LeveragePoint for Value Management enables users to immediately apply EVE using their
existing knowledge and to easily collaborate and iterate a value model that can be deployed
to the field in a consistent manner


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The Foundation of a Complete Pricing Strategy

LeveragePoint for Value Management is a hosted, on-line, eWorking product which
activates, embeds and evolves a value-based marketing strategy. It enables marketing and
sale professionals to think about value from their customers’ perspectives.


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Two Integrated Online Tools for Marketing and Sales

Economic Value Estimation ®
Value Communication
Value management begins by marketers Marketing and sales teams then get
understanding the economic value alignment around a viable value story.
drivers of your customer through a They collaborate and iterate to test and
pricing method known as Economic refine key customer value messages.
Value Estimation (EVE®).


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Contents




 Demonstration


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What is eWorking?

eWorking refers to an online tool design that enables user to immediately create insightful
EVE® analyses without the need of formal training or building elaborate spreadsheet
models. For example:
Easy Step-by-Step Flow

Users begin by Users sees immediate
following the step-by- impact on a visual
step instructions – model and can quickly
then revise, update run “what if” scenarios
and iterate as in real-time
necessary


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What is eWorking?

eWorking means that the user is fully supported during every discrete task in the process.
Support content includes summary definitions, tool instructions, performance support aids,
as well as animated examples, expert commentary and interactive exercises.
Contextual Help and Learning

Users get a variety of
“just enough” content
exactly when needed
while staying on task in
the process

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What is eWorking?

eWorking allows users the capability to share their EVE® analyses with other users. They
can set various levels of editing permissions and send unique URL links via email.
Collaboration


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Advantages of eWorking

Spreadsheet-based models … eWorking …
 Take time to build, days or even weeks  Enables an EVE® model to be created
 Can proliferate into multiple, within minutes
inconsistent models  Standardizes around a consistent format
 Use formulas that are difficult to update  Allows for immediate updates of
or keep from corruption validated value driver algorithms
 Have file management issues  Allow EVEs to be hosted in a central,
 Require some degree of spreadsheet secure database
proficiency  Is easy and supported by learning and
 Are difficult to collaborate and manage reference content
versions  Enables users to share analyses via
 Are difficult to measure usage or impact URLs
 Are not usually integrated with other  Has usage tracking capabilities
applications  Can be integrated with other tools and
applications

Does it Work? During a recent workshop, four separate product/market teams
successfully created viable EVE® analyses within a one-hour break-out session.


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Contents




 Demonstration


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Demonstration

Take for example, how a product manager at a chemical producer would use EVE® to
demonstrate the economic value created by a new additive for steel used by mini-mill
customers.

The product manager begins by Next, the product manager matches
listing the unique feature of the appropriate economic value drivers
additive, and the customer benefits from an extensive built-in library
that they provide. based on years of pricing consulting
experience.


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Demonstration (continued)

After selecting the appropriate value drivers, the product manager is ready to quantify
them, either based on existing data or hypotheses.

Each value driver has a unique Soon, the product manager has a
algorithm associated with it along working visual model from which to
with an area to document iterate. This model can then be shared
assumptions with other selected users (via a unique
URL) who then can revise the model


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Once an EVE® model for steel additives is created, it needs to put into a form that sales
people can use to advance their sales conversations. It begins with key messaging and
stakeholder analysis.

The product manager begins by Next, the product manager identifies key
writing key value messages around stakeholders at the mini mill and then
each economic value driver. rates the relevance of each key value
message by stakeholder.


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The product manager finishes the value communication package by adding the overall
value story and setting the price.

The product manager completes the The final step is to set the offering price.
value story (value proposition) The tool calculates the resulting value-
including details about customer and add for the customer as well as the
even stakeholder pain points. value captured for the producer (additive
supplier).


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Once the value communication package is ready, the product manager publishes it so
that it can be accessed by the appropriate sales teams.

Sales can use a customer-friendly format of The product manager receives ratings
the value communication package to validate and comments from sales thereby
and to advance the sales discussion. Sales closing the feedback loop.
can update the model based on customer
feedback.

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User Quotes

“I've found the EVE tool extremely useful. I have just commenced building an
EVE model for our [[product name]] versus a major competitor. The initial
indicators are confirming why our product offering has extra value over this
competitor.” (Product Manager)

“The value of this tool is that it teaches the right kind of strategic thinking in the
organization.” (Sales Director)

“This is a very useful way to frame total value – it’s a more effective way to
communicate value.” (Product Manager)

“We see this a useful tool for marketers to verify the perceived value against
willing to pay value with an external target.” (Global Market Manager)


Product Overview

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