Bookmark and Share

Breakfast Seminar

Differential Value Proposition presented by GE and Valkre

Audio and the deck from this presentation may be found below.

Join Fritz O'Connor, Director of Strategic Marketing at GE and Jerry Alderman, CEO and Founder of Valkre Solutions, Inc. as they discuss Differential Value Proposition (DVP®), a patented system to win new customers and unlock growth.  Jerry will bring real world customer examples from GE and Owens Corning to address the key issues that impact Business-to-Business sales and marketing executives today:

  • More effectively quantify and communicate value created for customers
  • Develop approaches to better understand what customers really need
  • Find, sense, identify and assess new opportunities for organic growth

DVP is a ground-breaking system of a Metric, Methodology and Software that addresses these issues to align your company with customers, giving them a voice (and quantifying that voice with process rigor), delivering plans and accountability to direct investments and growth, and puts marketing in the middle of every growth conversation. All from this simple question: "Are your customers making more money doing business with you and is your company fairly rewarded?"

About Fritz O'Connor

Fritz O’Connor is a leader of the DVP initiative for GE globally. He works closely with GE’s senior leaders across geographies, segments and business units to drive training, adoption, implementation, and scaling of DVP for the corporation and its customers. He is based in Fairfield, CT.

Fritz joined GE in 2002 as a member of the inaugural Experienced Commercial Leadership Program (ECLP). On program, he worked in Network Marketing at NBC (NYC), as a Global Account Manager at Plastics (MA), and in product marketing and sales at Appliances (KY). Post-program, Fritz was promoted to National Account Sales Manager and then Channel Manager at Appliances in Louisville, KY.

Prior to GE, Fritz worked for twelve years in the printing paper industry for Scott Paper and Georgia Pacific. He held various sales and marketing positions in Los Angeles, Boston and New York.

About Jerry Alderman

Jerry Alderman is an entrepreneur, founder, and chief executive officer of Valkre Solutions, Inc. Valkre was founded in 2008 and is headquartered in Chicago, Illinois. Valkre is a software tools and services company whose primary mission is to develop capability within Business-to-Business (B2B) companies to use "deep customer understanding" to build and execute customer-driven strategies and operating plans. The software product Render®, which makes this possible, is revolutionizing the way B2B companies interact with their customers and drives results. Jerry and his team have worked with a who's who of companies, including Owens Corning, GE, Kimberly Clark, Turtle Wax , RR Donnelley, and more.

Prior to founding Valkre, Inc., Jerry was a senior vice president for Exogen. During his tenure dating to 2001, he led and developed his innovative approach to building corporate competitive advantage through using and executing on unique, deep customer insights. Jerry started his business career at Boise Corporation where he spent 12 years learning and experiencing the unique challenges of B2B companies. Before starting his business career, Jerry served six years on nuclear submarines as a Naval Officer through the Admiral Rickover program.

These experiences, combined with a Bachelor Degree in Civil Engineering, a Master’s Degree in Nuclear Engineering, and an MBA from the University of Chicago Booth School of Business provide a broad base of problem-solving skills from which Jerry grounds his work. Alderman's recognition as a thought leader is growing and he continues to contribute to the advancement of business science through his practice, speaking, writing, and academic contributions.

Additional Resources  

Audio:

Deck:

*To download the deck, click on the slideshare logo on the bottom left of the the presentation frame. This will lead you to the file on slideshare.net where you can click "Save" at the top of the presentation and save the file to your computer.