Customer Value Management for Everyone
Steven Forth is CEO of Ibbaka. Connect on LinkedIn
Ibbaka Launches Foundation Edition to Empower Businesses with Smarter Customer Value Management for Revenue Growth
Many companies want to adopt customer value management and move to value based pricing. These have been proven across many sectors to be the best way to
Accelerate Sales
Grow Revenues
Improve Net Revenue Retention
These are key themes for B2B SaaS but adoption of these best practices has been slow. Why is this?
There are two main reasons: complacency and complexity.
Historically B2B SaaS companies have had high gross margins and have been more focused on growth hacks to drive growth than demonstrating value. That is changing with the computing cost of AI-enabled solutions and growing competition making it more and more important to communicate and document value to customers.
Customer value management and value modeling have also been seen as something too complex for fast-moving, growth-stage SaaS companies. There is some truth to that. In the past, larger companies engaged pricey consulting firms in engagements that could run several months to get a value model and begin to execute. That does not fit the economics or cadence of smaller SaaS companies.
Ibbaka now has a solution uniquely fit for growth-stage SaaS companies: The Ibbaka Foundation Edition. This is now available for only $750 per month ($9,000 per year).
Components of the Ibbaka Customer Value Management and Value Based Pricing platform
How is Ibbaka able to do this?
Ibbaka has built value models for many leading software companies. We have always been more agile and cost-effective than our larger competitors, but even so, a value model with supporting collateral and training could take 3-4 months and an investment of $50,000 to $70,000 to implement. We have shrunk this to days and less than $10,000!
In 2024 Ibbaka was able to configure a generative AI application as a RAG (Retrieval Automated Generation) to generate value models. We call these Generated Value Models or GVMs. They are more adaptive and of higher quality than the typical model painstakingly built by an expert. This process has been trained on data from Ibbaka’s models and frameworks are constantly being updated as new models (like OpenAI o1) and new prompting frameworks (like Self-Discover) are introduced.
The initial model is generated from public data (Ibbaka will be generating 100s of such models) and then once a subscription is signed internal data and perspectives are layered in to improve the felicity. The model can be regenerated several times a year as solution, competitor, and customer contexts change.
What do you get with the Ibbaka Foundation Edition?
The Foundation edition includes
A generated value model (GVM), initially generated from public data and then refined with proprietary data
A packaging and pricing model implemented on the CVM platform (this is your current packaging and pricing, redesign by Ibbaka is not included)
A value story, an interactive tool for presenting value and pricing and for documenting value across the customer journey
Twelve hours of coaching
Onboarding and training
What is the value?
The Foundation Edition makes it possible to move to value based pricing, sales, and customer success in a few days, not weeks or months.
The value model and value story, working together, will accelerate sales and reduce discounting.
Over time, value to customer (V2C) can be documented leading to reduced churn and higher NRR.
Being able to see value and price together will let you see where you are leaving money on the table and where you may be charging too much relative to the value you are delivering,
Understanding value through a value model and value documentation will also help product managers make the best investment decisions and build the functionality that delivers value and drives differentiation.
How much will this cost?
US$9,000 per year. That’s it. Unlimited users. As many of your employees as you like can join.
That gets you the value model, the value story and we will implement our pricing model for you on the platform. We will also provide 12 hours of coaching with our value and pricing experts.
What if I need more?
Some companies will need more value models and value stories. This happens when multiple products are being sold for multiple use cases. In some cases, companies want to have more than one pricing model. When this is the case we have packages that include more models and stories, models and stories can be added incrementally to packages, and we have enhanced solution packages for pricing design, pricing and packaging design, value based sales, value based customer success, and migrating current customers into a new pricing and packaging model.
