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Customer Value Analysisnextintadmin2024-03-15T14:36:46+00:00


CUSTOMER VALUE ANALYSIS.

The PIMS® CVA is a solution for measuring and managing the value perception of
available offerings in the market.

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PIMS® PIONEERED CUSTOMER VALUE MEASUREMENT AND GENERATED THE EVIDENCE ON HOW
CENTRAL IT IS TO BUSINESS STRATEGY.

PIMS® research shows that organisations that provide superior customer value
gain market share and end up rewarding their employees and suppliers better,
creating more jobs, rewarding investors better, and building long-term viable
enterprises. Customer value helps you to understand what customers value most
and your core strengths and key weaknesses.

The way in which PIMS® CVA measures relative customer perception is derived from
research on how customer perception drives business performance and has been
refined and developed over 4 decades of use. PIMS® customer value is strongly
correlated to profitability and growth.

0+
projects concluded
0+
interviews conducted
0+
years experience of CVA®


USE CASES.


CONSUMER BUSINESS ENTERING NEW PRODUCT CATEGORY

 * Customer Value Analysis of new category in different geographies (USA, China,
   Europe, Japan, India etc.) from market research.
 * From PIMS research into start-up businesses: how much of a value advantage is
   necessary to achieve a top-3 market share in each market?
 * Cross-checked what quality advantage is feasible and therefore what pricing
   is best.
 * Calculated the economics of entry into each market and planned launches
   accordingly.


VOLUME CAR MANUFACTURER RE-LAUNCHING MID-RANGE MODEL

 * From market reports on old model, identified key strengths and weaknesses
   with CVA.
 * Developed options for change: which attributes change and by how much?
 * Calibrated against PIMS data to identify likely changes in market share from
   CVA impact of different options.
 * Ranked the options in order of impact vs cost & difficulty.
 * Selected optimum set of improvements to incorporate in new model.


METALS MANUFACTURER SEEKING TO RE-INVIGORATE GROWTH

 * In-depth interviews run by PIMS consultants to identify key customer choice
   attributes.
 * Internal workshops gauged management perspectives on customer value.
 * PIMS produced report on how internal CVA perspective differed from external
   reality.
 * Reached consensus on how attributes, processes and attitudes need to change.
 * Assigned roles, accountabilities and deadlines.
 * Annually revisit customers to track results.


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OBJECTIVES & BENEFITS

Clear comprehensive understanding of your value position by segment in a given
market:

 * Buying criteria
 * Customer preferences
 * Strength vs. competitors
 * Urgent priorities.

Derive improvement possibilities in each key area and develop plans for change.


SCIENCE & METHODS

The PIMS® Customer Value Analysis (CVA®) is underpinned by two core
methodologies:

 1. The Value Map visualises your value proposition relative to your competitors
 2. The Attribute Chart shows your strength and weaknesses.

Customer Value is driven by relative quality and price as perceived by the
customer.


PHASES & STEPS

 1. Set boundaries for analysis: Target customers, geography, competitors
 2. Internal workshop(s).
 3. External interviews.
 4. Analysis, segmentation and identification of options for change.
 5. Action plans.

PIMS PAR PREDICTIVE ANALYTICS.


PIMS CUSTOMER VALUE ANALYSIS.

The PIMS® CVA is a solution for measuring and managing the value perception of
available offerings in the market.

Register for Freemium



LICENCE DURATION

Subtotal
Number of Years(First year includes 0.5 day software training)1 year2 years3
years£5,000


SURVEYS

Number of Surveys1 survey2 surveys3 surveys4 surveys5 surveys£10,000Survey 1:
No. of interviewsup to 50up to 60up to 70up to 80up to 90up to 100up to 125up to
150£0


ONBOARDING AND RESULTS WORKSHOPS

Onboarding Workshop(1 day introduction to CVA methodology and internal
assessment of 1 segment)01234£0Additional Software Training (0.5
day)01234£0Results Analysis Workshop (1 day)01234£0


TOTAL

£15,000Submit

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