Our clients

The Arvova team has worked for over 30 years to develop customer value within different industries, holding different roles on company boards and management teams as well as consulting hundreds of companies.

We have developed customer value in the following industries: insurance and finance, automotive and transportation, construction service industry, technology, IT/software, marketing and communications and food industry

Case stories

Insurance company – Price represents value

Challenge and objective

An insurance company wanted to clarify its strategy in the highly regulated B2B arena where the policyholder is not the beneficiary. The company wanted to be the market leader in this specific field.

Results

The insurance company became the market leader in its specific field.

Competitive analysis

According to the results of the competitive analysis, the most valuable finding was how – in the price-regulated market – customers felt that price-related motives were still emerging among the main selection criteria. The insurance company was able to renew its strategy and build its offering in such a way that the customer’s perception of value increased significantly.

For the customer, the price is always related to the value they perceive to be getting. Therefore, we should never think of price as an absolute attribute.

Case stories

Global B2B SaaS – The market is the key to competitive advantage

Challenge and objective

A global B2B SaaS company had expanded successfully in several markets. However, the market-specific differences were large and there was a lack of clear strategic customer segmentation. The company wanted to ensure growth and profitability in the future.

Results

The company continued to grow, and profitability improved significantly. When the company had no net debt it listed on a stock exchange. It was then acquired with a high valuation, by a large international player.

Competitive analysis

The competitive analysis brought new concrete information to the company about the market-specific differences when weighing the motives that drive customer choices. Customers in the US valued things differently than customers in Germany, for example. The competitive analysis also provided a clear insight into how different customer segments and decision-makers perceive value. The company clarified its strategy, created strategic customer segmentation, and defined market-specific measures to increase the customer’s perception of value.

The customer and the market determine the company’s competitive advantage. We can focus our investments more accurately and productively once we have identified the customer’s experience of the competitive advantage.

Case stories

Construction industry – Culture builds a competitive advantage

Challenge and objective

A global construction company was facing a new beginning. Due to a substantial business restructuring, the company’s name, organization, and ownership base changed. The company had the opportunity to rebuild its strategy and business culture by focusing on creating customer value and converting value into cash flow. Particular emphasis was placed on the role that all the customer-facing employees had in creating value.

Results

The organization put in place rules to ensure culture and value are developed. Each new employee must familiarize themselves with the rules through specific tasks and challenging situations. Everyone in the company is able to deliver the strategy and elements of customer value every day.

Competitive analysis

The competitive analysis revealed that, for years, the company had invested in things that did not create value from its customers’ perspective. It also made the whole organization realize which parts of the customer’s value chain create confidence, and how everyone’s commitment to service provision is needed in the company’s value chain. The restructured company’s strategy was tied to elements of customer value, and the entire organization created rules to build a competitive advantage.

A person can commit to what they understand. When everyone understands their role in creating value and is able to trust the people around them, we are building sustainable value.

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Pillars4CustomerValue™

Pillars4CustomerValue™ tool provides your company’s owners, board of directors, and management team transparency and insights into the customer value of your company and your company’s ability to convert the customer value it has created into cash flow.

You will see how customer value turns into cash flow and where the worst bottlenecks for creating value are. Therefore, you will be able to make investments in a more informed way.

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