ValueDrivenManagement

MeasureandManageWhatDrivesSalesandProfitability

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PopularParadigm:AccounFngMetricManagement

•  Theyarereadilycalculated

•  CalculaFonsarebasedonasetofrules•  Theycomefromauditedfinancialstatements•  ThemethodsarenearlyidenFcalforall

organizaFons

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UpsideAccounFngMetrics

•  Laggingmeasuresofperformance

•  AlthoughinvestorsandexecuFvesmonitorandusethem,employeesgenerallydonot

•  Theydon’thelpusfigureoutwhattodonext•  Theydon’tenableresponsivedecisionmaking•  Theydon’thelptoidenFfyandmiFgaterisk•  TheyareveryoQenshort‐sighted•  Inwardlooking(don’treallyconsider

compeFFon)

DownsideofAccounFngMetrics

BoUom‐linemetricsdon’thelpwhenmakingstrategicplans

ValueDrivenManagement—ClarityofAcFon

•  ProductInnovaFons•  ServiceInnovaFons•  ProcessImprovements•  PricingBasedRevenueLeakage•  CustomerSaFsfacFonImprovement•  ProductValueandCostDrivers•  CompeFtorWeaknesses

FundamentalMetricsDetectOpportuniFes:

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DoTheRightThings DoThingsRight IntroduceThingsFaster

ProductValue ProductCost PaceofInnovaFon

BeUer Cheaper Faster

Thefundamentalmetricsguidethestrategicplanningprocess

ValueMetricsDefined…

•  MeasureProductValuein$

•  QuanFfyCustomerValuein$•  UseProductValueinFinancialForecasts•  MapValueDriversin$•  GuideYoutoIncreasedNetProductValue•  UseProductValueandCosttosetPrices

•  QuanFfytheInnovaFvePowerofIdeas•  MakeTradeoffDecisionsInvolvingbothValueandCosts•  BenchmarkCompeFngProductsonValueandCost

Growingnetproductvaluebecomesthefocusoftheenterprise

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PartnerwiththeWissmannGroup

1.  ContactusatWissmannGroup.com

2.  We’lldiscussyourchallenges

3.  We’lldevelopaplantoovercomeyourchallenges4.  We’llpartnertodrivevalueintoyourproductsandbusiness

5.  WatchyourboUom‐linemetricsgrow

InnovateSystemaFcallyInnovatewithConfidence

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OurSuiteofServices

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ConsulFngProductValueReporFngUsingInformaFonTechnology

ValueDrivenProductPlanningValueDrivenInnovaFon

Product&ServiceValueOpFmizaFon

AnalysisProduct&ServiceValueBenchmarkingProduct&ServiceValueForecasFng

ProductValueDriverReportsPromoFonEffecFvenessReports

ProductValueBasedPricingStudies

WorkshopsExecuFveWorkshops(Custom)TheValueDrivenOrganizaFon

VoiceoftheCustomerExploraFon(VoCE)TotalProductValueAnalysis

ValueDriverAnalysisValueBasedCash‐FlowForecasFng