|
Pentadigm:
5 Steps to Creating Customer Value |
|
|
Value-Based
Marketing for Bottom-Line Success |
|
|
|
|
|
| Pentadigm
Steps |
New
to Marketing |
Marketing
Practitioner |
Marketing
Master |
| Pentadigm
1-5 |
Value-Based
Marketing for Profitable Growth |
Marketing
Strategy and Planning |
Strategic
Marketing Management |
|
|
|
|
| 1.
Understand the Customer |
Developing
Customer Understanding |
Market
Mapping and Value Chain Analysis |
Dynamic
Customer Segmentation |
|
|
Innovation
Radar |
|
|
|
Customer
Segmentation |
|
|
|
Competitive
Analysis and Positioning |
|
|
|
|
|
| 2.
Commit to the Customer |
Developing
Customer Commitments |
Differentiation
and Positioning Strategies |
Developing
Marketing Competences |
|
|
Innovation
Radar |
Developing
more effective personal relationships |
|
|
Measuring
and Tracking Market Success |
|
|
|
Internal
and External Communications Strategies |
|
|
|
Pricing
for Profit |
|
|
|
|
|
| 3.
Create Customer Value |
Creating
Customer Value |
Defining
Customer Value Processes |
Creating
a Customer Value Culture |
|
|
Understanding
and Positioning People |
Key
Account Management |
|
|
Technlogy
enhanced Marketing |
|
|
|
Effective
Marketing Implementation |
|
|
|
Account
Management |
|
|
|
Value-based
Selling |
|
|
|
|
|
| 4.
Obtain Customer Fedback |
Obtaining
Customer Feedback |
Tracking
and analysing won and lost business |
Managing
and Exploiting the Customer Interface |
|
|
Customer
Satisfaction and Loyalty |
|
|
|
|
|
| 5.
Improve Customer Value |
Improving
Customer Value |
Challenging
the Status Quo |
Change
Management |
|
|
Differentiation
and Pricing Strategies |
|
