Moving from Customer Value Data to Insight to Action presented by Jerry Alderman, CEO of Valkre at the Institute for the Study of Business Markets Winter Conference, 2013.

1. DATA TO ACTION:
SPEED OF THE GAME
ISBM : Winter Meeting
February 27, 2013

2. SYSTEM DESIGN CRITERIA NOT A DEEP METHODS REVIEW
 Focus of the Data
 Visibility before Insight
 Accountability to Action
 Limited Staff and Needing Speed
2 © 2013 Valkre Solutions, Inc.

3. DATA, INSIGHTS, AND ACTION
5 Continents 20 Industries 400 Applications 1000+ Customers
10,000+ Opportunity Insights
500 Actions to Drive Growth
© 2013 Valkre Solutions, Inc.
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4. OC shared their DVP experience at the ISBM
Endorsement: nearly three years ago
Owens Corning “Beating Plan by 50%”
“National Vendor of the
“The Valkre team has created one of Year”
the first systems I have found that
“Maintained 100% Share
truly allows us to learn what our
Position”
customer values and use that
information in the daily operation of “Signed Long Term
the business...” Contract”
– Karel Czanderna “Grew Share from 65% to
Group President, Building Materials 100%”
Owens Corning
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© 2013 Valkre Solutions, Inc.

5. GE shared their DVP experience at the 2012
General Electric BMA International Conference
“…what we have learned about
DVP is that this is truly a
revolutionary process whereby we
can build a great partnership with
our customers, take from wherever
we are today and take it to a higher
level down the road...”
– Steve Liguori
Executive Director, Global Marketing
General Electric
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© 2013 Valkre Solutions, Inc.

6. B2B HAS BEEN A WORLD DRIVEN BY SALES
Technology
The connected
is enabling
world is bringing
visibility
massive growth of
and better
global competition
informing
customers
Sales is at the center
Customer with of everything Supplier selling
complex needs complex solutions
This Business Model is Changing
6 © 2013 Valkre Solutions, Inc.

7. MARKETING IS THE NEW PROFITABLE GROWTH CHANNEL
Data Insight Action
Marketing Marketing
Customer Sales Supplier
There is real business downside
What is your plan?
7 © 2013 Valkre Solutions, Inc.

8. DVP REFRESHER: A CUSTOMER VALUE SOFTWARE PLATFORM
Internal Customer Promise
Alignment Understanding Management
Internally model Customer Decide on
and quantify how conversations to customer value
you are fully understand opportunities and
differentiated how you create execute
from value today and
competition the opportunity to
8 improve © 2013 Valkre Solutions, Inc.

9. DATA: SUCCESSFUL DESIGN FACTORS
 Data relevant to
business challenge
 Ask the right
questions: customer
value
 Your own people
need to do it
 Start simple then get
complex…it’s a
journey
 Start with small
teams…then large
scale sales force
9
collection
© 2013 Valkre Solutions, Inc.

10. INSIGHTS: SUCCESSFUL DESIGN FACTORS
 Water cooler talk:
socialize the data
before insights
 Simple organization
such as Top 10
 Personable:
connected to real
customers with
names
 Not one and
done…builds on
itself
10 © 2013 Valkre Solutions, Inc.

11. ACTION: SUCCESSFUL DESIGN FACTORS
 Insights against
real business
challenges
 Give the GM a
Stick
 Joint
accountability
with the
customer
 Easy access and
visibility
11 © 2013 Valkre Solutions, Inc.

12. LIMITED STAFF & NEED SPEED: SUCCESSFUL DESIGN FACTORS
Data Insight Action
Limited Staff
 Get comfortable with
Speed and Scale Technology!
Now is Marketing’s Time
12 © 2013 Valkre Solutions, Inc.

13. THERE IS A NEW SPEED OF THE GAME
Data
• Your own people need to do it
• Start simple then get complex…it’s a journey
Insights
• Water cooler talk: socialize before insights
• Personable: connected to real customers
Action
• Insights against real business challenges
Limited Staff
• Give the GM a Stick
Speed
13 What's different: OPPORTUNITY COST!!!!!!
© 2013 Valkre Solutions, Inc.

14. CONTACT
Jerry Alderman
Chief Executive Officer
Jerry.alderman@valkre.com
t: 630.650.5900
Twitter: @dvpjerry
Mitchell Lederer
Senior Vice President
mlederer@valkre.com
t: 312.477.0568
14 © 2013 Valkre Solutions, Inc.

15. Valkre Solutions, Inc.
Valkre is a Chicago-based software company founded in 2008. Our purpose is to improve the speed of
collaboration between suppliers and customers in Business-to-Business (B2B) markets. Valkre has
created a breakthrough Customer Value Management system that has been built with GE and other
leading B2B companies. The journey involved two significant endeavors: First, the innovation of a
world class methodology called Differential Value Proposition (DVP), establishing the process
necessary to achieve Customer Value Management. Second, the building of Render, cloud-based
software that enables a company to own a cost effective Customer Value Management system that is
sustainable and scalable. The speed driven by Render and DVP helps suppliers and customers stay
ahead of competitive offerings by aligning on value and innovation needs. The result is increased
profitable growth.
For more information on Valkre, please contact us:
www.valkre.com | info@valkre.com | 866.326.2018 | blog.valkre.com
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© 2013 Valkre Solutions, Inc.