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Research Report

Changing Value Propositions

Over half of technology providers expect their value propositions to change as a result the COVID-19 business environment. 

A value proposition is a vendor’s promise of value to be delivered. The value to be delivered must match the customer’s expectation, for which a fair price is exchanged. The customer’s realization of the value proposition is the indicator of a continued business relationship. 

Vendors are advised to get their value propositions optimally aligned for the expected business climate ahead in 2020 and 2021. 

This resource can help with strategies and tactics to emerge with an advantage, including a scenario planning framework factoring SWOT, trends, accelerators, customer insights, and organizational capabilities.
 

Authored By:

Laura Fay

Vice President and Managing Director, Offers Research and Advisory, TSIA

Publish Date: July 22, 2020

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