Through value evaluation, the company began to work with its prospects to help them lower your expenses in areas such as maintenance, inventory, and energy consumption—any measurable area apart from purchasing. The results were collected in what AIT calls documented value-added savings, which is now the cornerstone of the company’s partnering efforts. In instances the place the supplier’s new offering will introduce technology into the market, for instance, a worth mannequin can demonstrate to potential clients how the expertise can present higher worth for them. That’s an especially important point when the new technology makes the market offering itself higher priced than the alternative choices, which may use more established and acquainted technologies. At the identical time, a mannequin allows the provider to see how the value of its new technology varies throughout functions, buyer capabilities, and usage situations. The information the client must enter into Compass requires some competence …