Interview: Implementing value quantifcation in B2B

In this section’s frst interview, “Implementing value quantifcation in B2B,” Andreas Hinterhuber and Matthias Heutger discuss value quantifcation for industrial services. Value quantifcation is, according to Heutger, always benefcial, even if organizations are strongly driven by the procurement function. In other words, even if suppliers do not require customers to quantify their value, suppliers should still do so in order to diferentiate themselves from their competition. Heutger makes one point clear: Value quantifcation requires that suppliers understand their customers’ entire supply chains, end to end. Suppliers must be able to understand the efects of their own incremental performance improvements on the performance improvements of their customers’ customers.