Positive (+) value drivers describe the specific, favorable, economic impacts that your offering's functional benefits provide to your customer. Uncovering value drivers requires a solid understanding of this customer's business model.
Value drivers should point to specific functional areas of this customer's business, and should answer the question: "How does this functional benefit help my customer make more money?"
Value drivers can be created by:
- Adding and calculating a custom value driver.
- Selecting an existing one from a library.
Value drivers can be added and edited in all three modules (value modeling, price setting, and value communication). In the value modeling module, value drivers can be accessed on the second tab, (+)Value Drivers, or on the sixth tab, Summary.
This article will focus on how to add an existing value driver from the (+)Value Drivers tab in the value modeling module only. However this process will be the same elsewhere.
Select Existing Value Driver
To select an existing value driver from another model or library, select the "Select Existing" button in the value driver section.
This will open the Select Existing Value Driver dialog box where you can add an existing value driver to your model. To add a value driver from this dialog box, click the green add arrow.
The select existing value driver dialog box contains:
From (drop-down menu selection)
- Choose a location to search, from among the following options:
- the General LeveragePoint library, a comprehensive list of generic B2B value drivers
- any company library(ies) to which you have access
- all Value Models to which you have access
- or All of the above
- Note: When selecting from other value models, results will include negative value drivers, which may be re-used as positive value drivers.
- Narrow the results by selecting from any of the available filters at the left. If the location being searched is a single library, you will see the labels associated with the value drivers in that library. If the location selected is existing value models, you will see the labels associated with value models. And, if you have selected All, you will see all labels associated with each library, as well as existing value models.
Value Driver Type (drop-down menu selection)
- Results may also be narrowed down using the filter next to search, categorizing library value drivers by type of economic impact: Cost, Revenue, Capital Expenditure, or Working Capital. Note that this filter is only available when searching a single library (unavailable when searching from Value Models or All).
Per Unit of Measure (checkbox)
- Check this box to the right of the search field to restrict results to ones which match the unit of measure in the model. If unchecked, and you select a value driver with a different unit of measure, you will get an alert that the units do not match. In this case, the value model unit of measure takes precedence, and the unit associated with the new value driver will be ignored.
- Before selecting a value driver, click the Details link to preview its unit of measure, calculation formula, last modified date, and more.
Import Data (checkbox only appears once value driver has been added)
- When selecting a value driver from a library, any default data associated with that value driver will be imported by default, as indicated by the Import Data box which is checked. Uncheck the box to select the value driver without the associated data.
- When selecting a value driver from another value model, any data associated with that value driver will NOT be imported by default, as indicated by the Import Data box which is unchecked. Check the box to select the value driver with the associated data.
- If you clicked on one or more benefits before choosing the Select Existing option, these benefits will be listed here, and will be automatically linked to any value drivers added.