Gartner Research

Rediscovering a Competitive Advantage With Value-Added Differentiators

Published: 09 December 2005

ID: G00136522

Analyst(s): Craig K. Baty, Joel Ippoliti

Summary

The promise to add value has devolved into meaningless marketing hype as service providers attempt to cater to buyers' specific needs. Our checklist for successfully creating or identifying added value will help service providers.

Table Of Contents
  • Overview
  • Predictions
  • Rediscovering Competitive Advantage With Value-Added Differentiators
    • Meaning Has Been Lost
    • Value-Added Services Defined
    • Adding Value Requires Investment, Which May Not Always Be Feasible
  • Summary
    • Make More Than a Token Effort to Understand the Buyer's Business
    • Identify How You Can Meet Some of These Unique Challenges
    • Communicate How Your Service/Product Can Positively Affect the Target's Unique Situation
    • Position the Value-Added Service

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