How to Quantify the Value of your Product

part 3 in a series about value-based product & pricing strategy

Photo by Ali Yılmaz on Unsplash

In the previous article, I defined the value for B2B products as follows:

1. Value is whatever the customer thinks it is

2. Customer’s value perception is a combination of logic (80% of the time) and emotion, often risk aversion (20% of the time)

3. Value is primarily an economic argument that is accepted by the customer, that quantif…