How Customers Define Value | IT Services Marketing Association

Title:

How Customers Define Value

Author:

Julie Schwartz

Date Published:

November 21, 2000

Ref. Number:

OLB112100

Pages:

34 slides

IT services customers today want to know how services meet their urgent needs, not how many bells and whistles come attached to your offer. To market successfully, you need to look inside their decision-making processes and learn how they define value.

This online briefing, presented by Julie Schwartz, ITSMA vice president of research, highlights ITSMA’s latest customer survey and explores how customers define value. Julie also discusses how customers measure value, how to communicate the value proposition, and how best to approach the issue of value pricing.

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