customer lifetime value

Do Market Oriented IT Organizations Produce More Value?

This research study determined that organizations that clearly define sources of value provide superior value to customers – consequently, creating more business value. To prove its point, the researchers developed metrics to quantify value discipline choice and clarity and explored the relationship between market orientation and value discipline clarity. Can these lessons be applied to an IT Organization?

Competitive Advantage Through Value Discipline

This seminal article on value disciplines is a MUST read. It discusses the basis of competitive domination: differentiated value! Those who define it, deliver it and take it out of their competitors’ reach win. Hands down.

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