Tag: philosophy
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The six dimensions of customer value — a working diagnostic
B2B buyers now evaluate value across six dimensions — ROI, Risk and Resilience, Life-Cycle and Circular, Strategic, People, and Planet and Societal. Not all six matter in every deal. The framework is a diagnostic, not a checklist. A working guide to what each dimension asks the supplier to argue.
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What the Layered Business Case actually does
A modern B2B purchase is decided by a coalition of stakeholders, each weighting a different dimension. They do not need separate decisions. They need one decision that can be defended in multiple registers. The Layered Business Case is the structural device that does this work — a named layer per activated dimension, FAB evidence, a…
Future Of Selling 