The Book
Value First, Then Price
Quantifying Value in Business-to-Business Markets
2nd Edition · Edited by Andreas Hinterhuber & Todd C. Snelgrove
About the Book
About the Book
Value First, Then Price is an innovative collection that proposes a quantitative methodology to value pricing and road-tests this methodology through a wide variety of real-life industrial and B2B cases.
This book offers a state-of-the-art and best practice overview of how leading companies quantify and document value to customers. In doing so, it provides students and researchers with a method by which to draw invaluable data-driven conclusions, and gives sales and marketing managers the theories and best practices they need to quantify the value of their products and services to industrial and B2B purchasers.
The 2nd edition has been updated in line with current research and practice, offering three new chapters covering new case studies and best practice examples of quantified value propositions, the future of value quantification, and value quantification for intangibles.
Get Your CopyBook Details
- Publisher
- Routledge
- Edition
- 2nd Edition
- Published
- December 28, 2021
- Pages
- 288 pages
- ISBN-13
- 978-1032012124
- Rating
- 4.7 out of 5 stars (14 global ratings)
What Experts Say
Endorsed by Industry Leaders
"A 'must read' for any B2B marketer. These seminal cases not only illuminate the essentials of value based business marketing, but with detailed examples show you how to implement a value based approach in the turbulent world of today's business market. Real, Good, Practical stuff from professionals who've done it."
Ralph A. Oliva
Director, Institute for the Study of Business Markets; Professor of Marketing, Smeal College of Business, Penn State University
"By combining an impressive list of expert analysts with real-world case studies, Value First, Then Price gives businesses the latest strategies and tactics needed to improve company margins and profit performance."
Kevin Mitchell
President, The Professional Pricing Society, Inc.
"Todd Snelgrove's description and measurement of a new view on Total Cost of Ownership — a more holistic measurement called Total Profit Added™ (TPA) — is a great step in the evolution of enabling both buyers and sellers to make the right decisions based on best value, not lowest price."
Thomas Choi
Professor, Arizona State University; Executive Director, Center for Advanced Procurement Studies
"The war for value is today's biggest business challenge. Value First, Then Price is an invaluable, thought-provoking guide to this debate."
Nigel Barlow
International Consultant on Innovation and Value
"My own research confirms McKinsey's, that only 5% of companies have value propositions. No wonder buyers have the upper hand! The world really needs this book."
Malcolm McDonald
Emeritus Professor, Cranfield University School of Management
"It's not often you read a business book, learn from it and have fun doing so. Value First, Then Price is one of those rare exceptions. It is simply a very practical business book."
Stephen Kozicki
Managing Partner, Gordian Business; Advisory Panel, Harvard Business Review
"Value First, Then Price is a much-needed work and deserves a place in most CPO and sales offices."
Keld Jensen
Author, 'The Trust Factor'; Professor and Advisor in Negotiations
"Quantifying and understanding the value proposition is key to business success. This book gets directly to the bottom line by taking both a buyer and seller perspective."
Wendy L. Tate, PhD
Associate Professor of Supply Chain Management, University of Tennessee
Published Work
Books & Articles
Value First, Then Price
Building Value-Based Pricing Strategies — 2nd Edition
Edited by Andreas Hinterhuber & Todd C. Snelgrove. The essential B2B guide to quantifying and capturing value — road-tested through real-world industrial cases. Todd wrote or co-wrote 10 chapters. Amazon ranked #1 in Sales, #8 in Marketing, #13 in Pricing (March 2024).
- Publisher
- Routledge Press
- Published
- Winter 2022
- ISBN
- 978-1032012124
- Pages
- 288
Value First, Then Price
Quantifying Value in B2B Markets — 1st Edition
The original edition that established the quantitative framework for value-based pricing in industrial and B2B markets. Edited by Andreas Hinterhuber & Todd C. Snelgrove — Todd wrote or co-wrote 10 chapters.
- Publisher
- Routledge Press
- Published
- Winter 2017
- Role
- Co-Editor & Author
- Chapters
- 10 written/co-written
Value First, Then Price — Chinese Edition
Quantifying Value in B2B Markets from a Buyer and Seller's Perspective
The Chinese-language edition bringing the Total Profit Added™ methodology to B2B markets across China and Asia. Edited by Andreas Hinterhuber & Todd C. Snelgrove — Todd wrote or co-wrote 10 chapters.
- Publisher
- Routledge Press
- Published
- Fall 2024
- Role
- Co-Editor & Author
- Chapters
- 10 written/co-written
Ready to Put Value First?
Get the book on Amazon, or work directly with Todd to implement a value methodology across your organisation.