May 7, 2010
“Customerization” replaces the traditional marketing approach of developing products and services for the masses in favor of creating packages of value for the chosen few customers WHO you have selected to SERVE.
Many marketers equate packaging to bundling, and yet they are completely different concepts.
- the whole = the sum of its parts. It is a collection of products and services kluged together from their a la carte origin.
- is driven by a price theme of savings.
- price is a discount over what you would pay for all of the components if purchased individually. They follow “the more you buy the less you pay for each element” theme.
- is branded using the word bundle to describe the pasting together of individual products or services - eg “The Financial Services Bundle”.
- forces the potential customer to define the value they would likely receive. Rarely is the value proposition offered anything else but cheap prices.
- is easy to copy by competitors within an industry since it is really a lower price in disguise.
- consumes relatively few marketing resources. The price message over a collage of existing products and services doesn’t require a significant investment to go-to-market.
A value package:
- the whole is greater than the sum of its parts. Package components are leveraged together to generate more value that they would by pasting them together.
- is driven by a value theme and the great ones are built around the idea of creating new “experiences” for people.
- the price is a premium to the sum of the individual product and service components. Value packages are priced on the basis of the overall value created and not on the price points of the components.
- is branded as something NEW, and reflects the set of benefits created for the customer.
- makes the value explicit for the customer. The value proposition is expressed in terms of value received from the collection of components operating synergistically.
- is tough to copy by the competition since the package is the result of a value integration process.
- consumes more marketing resources associated with integrating value components, branding, strategic partnerships (for package components that must be ‘imported’ from another supplier).
It’s a value play.
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- Posted 5.7.10 at 01:00 pm by Roy Osing
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