Research & Publications
Whitepapers and Downloads
Peer-reviewed research, industry white papers, and practitioner guides on value selling, Total Profit Added™, and value-based pricing — authored and co-authored by Todd Snelgrove.
Unpacking Best Value TCO White Paper — Procurement Perspective
A procurement-side analysis of Total Profit Added™ and what "best value" really means in B2B purchasing decisions.
Download PDFSKF TCO White Paper
How SKF applied Total Profit Added™ methodology to quantify and communicate value to industrial customers.
Download PDFJournal of Revenue and Pricing Management — Implementing Value Pricing Culture
Snelgrove's peer-reviewed article on building an organizational culture that supports and sustains value-based pricing.
Download PDFHuthwaite — Winning With Procurement
Strategies for sales teams to engage procurement effectively and win on value rather than price.
Download PDFManufacturers Alliance for Productivity and Innovation — Lowest Price or Lowest Cost?
MAPI research examining the difference between lowest price and lowest total cost in industrial procurement.
Download PDFValue Quantification Tool — SKF Documented Solutions Program
A practical guide to SKF's documented solutions program for quantifying and recording customer value.
Download PDFTCO and Total Profit Added — Snelgrove
Todd Snelgrove's foundational paper on the relationship between Total Profit Added™ and sustainable profitability.
Download PDFStrategic Account Management Association — Review: Value First Then Price
SAMA's review of the Value First, Then Price book and its implications for strategic account management.
Download PDFChartered Institute of Marketing — Snelgrove: Marketing and Sales
CIM publication on aligning marketing and sales around value creation and value communication.
Download PDFStrategic Account Management Association — Snelgrove & Hinterhuber
Joint publication by Todd Snelgrove and Andreas Hinterhuber on value selling for strategic accounts.
Download PDFJournal of Revenue and Pricing Management — TS 2018 Special Edition
Todd Snelgrove's 2018 special edition contribution to the Journal of Revenue and Pricing Management.
Download PDFBusiness and Value Pricing Models in Practice — Snelgrove Sidebar
A practitioner sidebar on applying value pricing models in real business contexts.
Download PDFThe Present and Future of Value Quantification
Andreas Hinterhuber and Todd Snelgrove examine where value quantification stands today and where it is headed — published in the Journal of Creating Value (2020).
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