Eric Almquist is a partner at Bain & Company and is the author of The Elements of Value framework. In this episode, Eric shares insights from Bain’s Elements of Value research and provides useful tips on how you can identify what your B2B customers actually want.

 

Resources mentioned: 
Maslow’s Hierarchy of Needs (article)
The Elements of Value (website), Bain & Company
The B2B Elements of Value Pyramid (image)
The B2B Elements of Value (Harvard Business Review, 2018), Eric Almquist, Jamie Cleghorn & Lori Sherer
The B2C Elements of Value Pyramid (image)
The B2C Elements of Value (Harvard Business Review, 2016), by Eric Almquist, John Senior & Nicolas Bloch 

 

Key takeaways (starts at 34:15):
The Elements of Value is ‘Maslow’s Hierarchy of Needs’ brought to life.
Customer experience is the customer’s experience of the value you create.
You can do a self-assessment to get started with implementing the ‘Elements of Value’ framework.
You get extra points if you hit on emotional aspects of the pyramid.

Eric Almquist is a partner at Bain &amp; Company and is the author of The Elements of Value framework. In this episode, Eric shares insights from Bain&rsquo;s Elements of Value research and provides useful tips on how you can identify what your B2B customers actually want.
&nbsp;
Resources mentioned: 
<ul>
<li style="font-weight: 400;"><a href="https://www.simplypsychology.org/maslow.html">Maslow&rsquo;s Hierarchy of Needs</a> (article)</li>
<li style="font-weight: 400;"><a href="https://www.bain.com/insights/topics/elements-of-value/">The Elements of Value</a> (website), Bain &amp; Company</li>
<li style="font-weight: 400;"><a href="https://imgur.com/KMTKm4a">The B2B Elements of Value Pyramid</a> (image)</li>
<li style="font-weight: 400;"><a href="https://hbr.org/2018/03/the-b2b-elements-of-value">The B2B Elements of Value</a> (Harvard Business Review, 2018), Eric Almquist, Jamie Cleghorn &amp; Lori Sherer</li>
<li style="font-weight: 400;"><a href="https://imgur.com/XR2GkCo">The B2C Elements of Value Pyramid</a> (image)</li>
<li style="font-weight: 400;"><a href="https://hbr.org/2016/09/the-elements-of-value">The B2C Elements of Value</a> (Harvard Business Review, 2016), by Eric Almquist, John Senior &amp; Nicolas Bloch&nbsp;</li>
</ul>
&nbsp;
Key takeaways (starts at 34:15):
<ol>
<li style="font-weight: 400;">The Elements of Value is &lsquo;Maslow&rsquo;s Hierarchy of Needs&rsquo; brought to life.</li>
<li style="font-weight: 400;">Customer experience is the customer&rsquo;s experience of the value you create.</li>
<li style="font-weight: 400;">You can do a self-assessment to get started with implementing the &lsquo;Elements of Value&rsquo; framework.</li>
<li style="font-weight: 400;">You get extra points if you hit on emotional aspects of the pyramid.</li>
</ol>

Wavelength Creative

We reveal the secrets of how great brands delight their customers. Forget the fluff and industry jargon ... this show is jam-packed with useful CX tips, insights and practical advice from leading brands. Join us as we go behind-the-scenes to discover how brands like Disney, Pandora, Optus and Country Road build experiences customers love. Produced by RateIt — the market leader in 'on the spot'​ customer feedback.

We reveal the secrets of how great brands delight their customers. Forget the fluff and industry jargon ... this show is jam-packed with useful CX tips, insights and practical advice from leading brands. Join us as we go behind-the-scenes to discover how brands like Disney, Pandora, Optus and Country Road build experiences customers love. Produced by RateIt &mdash; the market leader in 'on the spot'​ customer feedback.

We reveal the secrets of how great brands delight their customers.