W.R. Grace Uses LeveragePoint in Successful New Product Launch

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LeveragePoint for Value Management collaboration platform enabled W.R. Grace to develop compelling value communications that helped quickly move a new product from a small test launch to a nationwide introduction at a big-box retailer.

LeveragePoint Innovations Inc. (http://www.leveragepoint.com), creators of LeveragePoint for Value Management collaboration platform, helped W.R. Grace accelerate the time to market for Bondera, a new product category. The LeveragePoint for Value Management solution enabled Grace’s marketing and sales teams to develop, test, and refine compelling value propositions for Bondera distributors and customers. Grace uses LeveragePoint “to help everyone prioritize opportunities representing the greatest value creation for the customer and the greatest return on our investment of resources,” according to Laurie D. Andriate, Vice President and General Manager of Grace Davison Materials and Packaging at W.R. Grace.

Bondera is an innovative tiling system that allows homeowners to tackle complex tile jobs. Andriate explained, “We used LeveragePoint to investigate the value of time savings, the ability to complete a tile job in one day and not having to hire a contractor. LeveragePoint provided a way for us to archive the thinking around this type of value creation so that, as we iterated through this we were able to go out in the marketplace and test the hypothesis, and then refine the calculation further.” Facilitating both learning as well as implementation, the LeveragePoint collaboration platform enabled W.R. Grace to accelerate the national introduction of Bondera at a major big-box retailer.

Grace is just one of many client success stories, noted Steven Forth, CEO of LeveragePoint. “The key is to get marketing and sales aligned to communicate consistent value messages. You need to quantify the value that your solution delivers over and above the competition. As the Bondera case demonstrates, innovative new products can succeed during a recession if you can clearly prove your value.” Andriate agrees: “Understanding value from the customer’s perspective was probably the single greatest failure mode at Grace. What LeveragePoint really provided was a consistent approach to understanding value from the customer’s perspective.”

LeveragePoint’s collaboration platform enabled Grace to develop more compelling value communication in less time than traditional approaches. Further, it served as an “institutional memory” for the various team members working on the Bondera project, ensuring smooth knowledge transfer and eliminating lost data. Considering that many team members never had direct contact with each other, Andriate felt “this could have been a disaster but thanks to LeveragePoint, it was merely a bump in the road.”

The full story of how LeveragePoint helped W.R. Grace launch Bondera is posted at http://home.leveragepoint.com/case-studies/grace-case-study

About W.R. Grace
Grace is a leading global supplier of catalysts and other products to petroleum refiners; catalysts for the manufacture of plastics; silica-based engineered and specialty materials for a wide range of industrial applications; sealants and coatings for food and beverage packaging, and specialty chemicals, additives and building materials for commercial and residential construction. Founded in 1854, Grace has operations in over 40 countries. For more information, visit Grace's web site at http://www.grace.com.

About LeveragePoint
LeveragePoint Innovations Inc. (http://www.leveragepoint.com) is an innovative provider of Software-as-a-Service (SaaS) solutions for B2B companies that enables them to successfully negotiate sales with their customers. The LeveragePoint for Value Management solution consists of powerful tools that integrate product, customer and competitive data to produce compelling and quantified value propositions. LeveragePoint provides an enterprise platform by which marketing, product development, pricing, and sales teams can rapidly collaborate to implement a consistent value-based strategy. LeveragePoint is based on the industry’s leading pricing methodology pioneered by Dr. Tom Nagle and Dr. John Hogan of the Strategic Pricing Group. LeveragePoint Innovations Inc. is headquartered in Cambridge, Massachusetts with clients and services worldwide.

Michael English
P: (617) 252-2029

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