The Wonderful and Demanding World of Value
Luca de Stefano is a sales readiness director at Ericsson. He lives in a world of techonolgy intensive products and complicated deliveries to customer all over the world. Identifying and communicating the Value is a key in his work. He sees three major impacts of working with Value:
- Address the right business priorities for Customers, at the right moment
- Help Customers to solve their daily challenges for tangible benefits
- Enable Customers to capitalize the value delivered by our products, getting paid for the investment
Luca stresses the importance of a Value Logic. A thinking that can be illustrated with "Value Tree tool". We need to be avble to proof the Value not just talk about it.
Attached is the presentation and also Part 1 of the book Luca has written together with Magnus Billgren.
