Value Model Calibration™

What is your B2B product or service worth to your clients?  How do they measure the value your solution adds?  What's your client-facing business case?
 
Your company offers a solution to a specific business problem.  Wouldn't it be useful to know how much that problem is costing your client? Armed with this key data, you could show them how urgent it is to engage your solution, how to budget for it, and how to calculate its ROI.
 
TKA's Value Model Calibration™ methodology combines competitive analysis, econometric modeling, and data visualization to give you a clear, metrics-based picture of your offering's value model — including how it can be maximized and how it is likely to change in the future.

Our tactical valuation methodology is a critical element in building the business case for your product or service, for example in:

  • making sales pitches to potential clients,
  • securing funding from potential investors, and
  • making strategic investments, especially in rapidly-changing markets.

In each case, Value Model Calibration™ defines a quantitative payoff framework against which your client can gauge how much your product or service is worth to your client. The greater the added value, the greater your client's optimal investment in a solution — and the greater the revenue for you.

TKA builds the "meter" for value — then we show you how to move the needle.


Client Use Cases

TKA develops micro-models of economic impact in a wide range of client settings and situations. Each of our solutions is hands-on, evidence-based, and tailored to your unique competitive challenge. Here are examples of how our approach has recently helped our clients:

  • Knowledge Value SuperModel – For a venture-based knowledge mapping software vendor, TKA built an iterative model for their sales team to use in measuring potential client revenue generation and cost savings from the vendor's solution.
  • Brand Equity at Risk (BE@R™) – Manufacturers sustaining attacks from counterfeit and diverted products also face financial threats to their revenue streams and brand equity. TKA's BE@R model measures the potential damage to brand equity from these illicit activities.
  • Health Insurance Migration Model – In the long run, it is possible that the Affordable Care Act ACA) could eventually incentivize migration from traditional employer-sponsored health insurance plans (B2B) toward individual policies purchased on online exchanges (B2C). TKA modeled alternative scenarios and potential outcomes, along with the financial implications of each.
  • Pharmaceutical Adherence Value Model™ TKA conducted a meta-analysis of existing clinical and public health studies on the substantial economic impacts of prescription medication non-adherence. We developed a cascade model (pictured at right) to measure the potentially huge loss of pharma manufacturers' revenues from multiple factors that suppress patient engagement, adherence, compliance, and persistence.
  • CEO Value-Added Model – For the authors of the book The Transformative CEO (McGraw-Hill, 2012), TKA developed and implemented a scorecard for CEO-led stock performance relative to the overall market. Our results were subsequently published in Forbes.