How do you monetize VALUE? What is the actual worth of a product/service based on value? I have an answer.

1. MONETIZING
VALUE
By André Harrell

2. What is Value?
Psychological Worth Non-Monolithic

3. What is a Value Element?
A Value Element solves a customer
problem or capitalizes on an opportunity,
so the customer accomplishes their
objectives and goals.

4. What is the Value?
It’s not JUST ABOUT
PRICING!

5. The Value Process
ID VALUE
ELEMENTS
PRIORITIZE
THE VALUE
MONETIZE
COST

6. ID Value Elements
Instructions:
1. What Value Elements could your company offer to customers?
2. Capture the entire list
3. Minimum of 15 elements

7. Prioritize The Value
Rate each element:
HIGH
MEDIUM
LOW

8. Monetize Value
How can you QUANTIFY
and MONETIZE VALUE?

9. Monetize Value
Story Assumption Math
S. A. M.

10. Monetize Value
The S.A.M. method:
Story – What is your Story or Hypothesis?
Assumptions – What are your assumptions?
Math – What are appropriate math calculations?
• Only after you answers steps (Story & Assumptions), can you do
the math.
• Remember, keep the math appropriate for the buyer’s
personality and needs. Some buyers want a lot of detail, and
other buyers are comfortable with the “back of the napkin”
calculation. There’s no need to imagine burying the buyer in the
details…she/he wants to see the details (especially as it relates
to pricing).

11. Exercise
Monetizing the Value:
Use one (1) value element for your customer
Monetize the value using S.A.M.

12. Value is not FREE
VALUE COST
We spent a lot of time trying to calculate, however roughly, the value of
the benefit. We also need to spend time tackling what it is going to
cost us to determine if it’s a worthwhile proposal.

13. Value is not FREE
PEOPLE MONEY
Once we identify value, how much does it cost?
RESOURCES

14. Exercise
What is the cost?:
Use one (1) value element for your customer:
Determine the cost
Include all costs:
PEOPLE RESOURCES MONEY
Using High Value Elements , Identify H-M-L Costs

15. THANK
YOU!
André Harrell