Customer value is satisfaction, experienced by taking a given action relative to the cost of that action. Typically this action is taken to achieve specific goals.
In other words: Product value is a perceived benefit that helps your customers to achieve their goals.
Think about your customers’ goals, not yours!
Especially in large enterprises, it is common to break down the goals into sub-goals such as to improve quality, increase innovation, reduce downtime, increase throughput, improve OEE, etc. which replace the main goal of the overall company (make money) during day-to-day operations.
While focusing the daily operations on optimizing them separately, companies are often not able to realize their full potential.
The knowledge about the goals, corporate culture, innovation strategies and internal politics of a customer helps to determine the appropriate price.
Every pitch, flyer, link, poster, and whitepaper must address these goals.
So if a product is supposed to be meaningful, it needs to provide value, and help customers reach their goals.