Can you imagine to be in front of your first client, the one that inspired you to solve the
problem you are working in and the one for whom you have arduously worked a high impact innovative solution, and, at the climax of the conversation, you find out that you don´t know what the price of the product or service you have created should be?
But don´t worry. This frequently happens. It occurred to me after I had spent near USD1 million in developing the equipment I wanted to launch to the market, which was technically unbeatable. The results were promissory. But I could not answer the question asked by my client. How much is the equipment? What was the price I should have fixed?
The value of the technology is a relevant factor at the moment of formulating a business model. The value allows us to fix the range of the effort to be made in terms of the required resources to be used and the operational costs necessary for the business. This is the inflection point that shows us if the project is or is not sustainable. The real challenge is to get to know that value at an early time, thus avoiding to burn money in a useless way.
I later discovered that the value and the price are related. And it is built according to the benefits and satisfaction that the technology means to the client, and for his disposition to recognize it and pay for it. The fact of not knowing how the technology generates value to your clients is the same as jumping to a quadrilateral without training, without knowledge about your opponent, and with no strategy to fight. This is exactly what happened in that opportunity to me.
After taking care of 20 processes of modeling benefits of technological business opportunities, we have developed and launched to the market SimBen, a tool of simulation of benefits of technological products or services. This tool adjusts to each client need and it is fed by its industry benchmark. The first area attended by SimBen was mining.
SimBen is allowing that technological companies early understand the value of their technologies, using them to make improvements in products and services, in relation with benefits measured and built by the clients. This allows them to arrive to sale meetings with relevant information, being in this way more efficient. In other words, they are managing to transform their business opportunities in real facts: products and services of high impact for their clients
Only write us if you need to improve your business performance