This framework is developed by a team of former McKinsey and Big 4 consultants. The presentation follows the headline-body-bumper slide format used by global consulting firms.
This product (B2B Elements of the Value Pyramid) is a 33-slide PPT PowerPoint presentation slide deck (PPTX), which you can download immediately upon purchase.
Business-to-Business (B2B) value is often reduced to tangible metrics—cost savings, performance, and delivery. Yet in today's markets, these alone rarely secure the deal. Buyers now weigh a broader set of factors, including trust, ease of collaboration, and even how the purchase impacts their own career trajectory.
Procurement teams run the numbers—ROI, specifications, compliance. But, behind every contract is a group of individuals making decisions. They bring personal priorities, organizational politics, and strategic considerations into the process.
This PPT presentation examines the B2B Elements of Value Pyramid—a research-backed framework for decoding customer priorities and decision-making rationale. The model organizes value into 5 layers (or categories) that shape perceptions and outcomes:
1. Table Stakes – These are the non-negotiable requirements every B2B vendor must meet to be considered. They are qualifying criteria, not differentiators. This level comprises four core elements.
2. Functional Value – Functional Value elements deliver direct economic and performance impact. They remain the most emphasized factors in traditional B2B sales and form the foundation for measurable business outcomes. This level comprises 5 key elements.
3. Ease-of-Doing Business Value – This level captures how efficiently and seamlessly customers can work with a vendor. It blends process improvements with relationship factors, delivering differentiated value even when core products are similar.
4. Individual Value – This level captures the personal and professional benefits that buyers derive from a product or service. These elements are more subjective—often emotional or career-driven—and play a critical role in purchase decisions.
5. Inspirational Value – At the top of the pyramid sit the emotional and visionary drivers that shape aspirational goals. These elements speak to identity, ethics, and shared purpose, creating lasting brand affinity and true differentiation in markets.
Each of these categories and their inclusive elements are further defined in depth. This presentation also discusses a 5-phase process for conducting B2B Elements Analysis.
This PowerPoint presentation on B2B Elements of the Value Pyramid also includes some slide templates for you to use in your own business presentations.
Source: Best Practices in Value Creation, Customer Behavior, B2B PowerPoint Slides: B2B Elements of the Value Pyramid PowerPoint (PPTX) Presentation Slide Deck, LearnPPT Consulting
This PPT slide presents a detailed framework for understanding B2B customer priorities by categorizing perceived value into 5 distinct layers, arranged in a pyramid structure. The core idea is that customer motivations evolve from basic transactional needs to higher-level, purpose-driven aspirations. The bottom of the pyramid emphasizes fundamental table stakes like meeting specifications, acceptable pricing, regulatory compliance, and ethical standards, which are essential for initial engagement.
Moving upward, the focus shifts to functional value, including improvements in product quality, cost reduction, and scalability, which influence operational decisions. The next layer highlights ease-of-doing-business factors such as transparency, connection, and reduced hassles, which streamline interactions and foster trust.
Further up, the pyramid addresses individual value drivers like growth, network expansion, and reduced anxiety, reflecting personal and professional aspirations. At the top, the framework captures inspirational values such as vision, social responsibility, and purpose, which align with long-term, strategic, and personal fulfillment.
The pyramid's structure underscores that different customer segments prioritize these layers differently, with some driven primarily by operational needs and others by strategic or personal values. The slide emphasizes that understanding these categories can help firms tailor their value propositions more effectively, aligning offerings with what customers truly prioritize at each stage of their decision-making process. It also suggests that these insights are derived from extensive research, providing a robust basis for strategic customer engagement. Overall, this framework offers a comprehensive lens for analyzing customer priorities, enabling more targeted and meaningful interactions.
This PPT slide presents a framework for understanding the personal and career priorities of purchasing decision makers, specifically through the lens of individual value elements. It emphasizes that these elements are crucial for buyers' peace of mind and satisfaction, especially when making high-stakes decisions involving complex systems like ERP, cybersecurity, or financial platforms.
The slide categorizes these elements under "Reduced Anxiety," "Design and Aesthetics," "Fun and Perks," "Growth and Development," "Marketability," "Network Expansion," and "Reputational Assurance." Each element is briefly described, highlighting its role in influencing buyer confidence and loyalty.
For example, "Reduced Anxiety" focuses on product reliability and vendor stability, which alleviates buyer concerns. "Design and Aesthetics" stresses the importance of intuitive interfaces and seamless user experiences. "Fun and Perks" points to loyalty programs and recognition that foster emotional engagement. "Growth and Development" underscores the value of certifications, training, and thought leadership to support professional advancement. "Marketability" relates to the buyer's credibility and career trajectory, while "Network Expansion" emphasizes industry connections and influence. "Reputational Assurance" involves industry awards and endorsements that mitigate personal risk.
The overview notes that these elements are often undervalued by traditional sales and marketing teams, but are critical drivers of personal value for buyers. The slide suggests that organizations aiming to deepen their influence should focus on these individual value drivers, which extend beyond transactional benefits to build lasting relationships with decision makers. Overall, this framework offers a nuanced perspective on what matters most to buyers at a personal level, providing a strategic lens for tailoring engagement and value propositions.
This PPT slide presents an overview of the B2B Elements Analysis, emphasizing its role in assessing an organization’s position relative to rivals and identifying where to concentrate efforts to enhance customer loyalty. The left side explains that the process simplifies decision-making by analyzing customer data, revealing priorities, gaps, and investment opportunities. It underscores that the analysis is structured around 5 key phases, which are visually depicted in the central flowchart. These phases include benchmarking value propositions, conducting detailed interviews, generating new ideas, testing and refining concepts, and reassessing market position. The flow suggests a systematic approach to understanding and improving how a company delivers value to its B2B customers.
The accompanying text highlights that this process is rooted in a research-backed framework designed by ex-McKinsey and Big 4 consultants, adding credibility. The slide also hints at the strategic importance of customer loyalty and retention, positioning these as outcomes of effectively executing the 5 phases. The visual and textual elements together suggest that the analysis is not merely diagnostic, but also prescriptive, guiding organizations on where to focus their efforts for maximum impact.
Potential buyers should recognize that this slide offers a structured, research-based methodology for deepening customer insights and refining value delivery. It’s a practical tool for organizations seeking to prioritize initiatives that will strengthen customer relationships and improve market positioning. The focus on 5 distinct phases indicates a comprehensive approach, making it suitable for senior leaders aiming to embed a disciplined process into their strategic planning. Overall, it’s a valuable resource for organizations committed to customer-centric growth and operational excellence.
This PPT slide explains Maslow’s Hierarchy of Needs, emphasizing its relevance to understanding human motivation and consumer value creation. It introduces the concept as a motivational theory proposed by Abraham Maslow in 1943, which prioritizes human needs in a pyramid structure with 5 levels. The levels start with basic physiological needs like food, water, and shelter at the bottom, progressing upward to safety needs such as protection and health, then social needs like relationships and community, followed by esteem needs involving recognition and accomplishment, and finally self-actualization, which relates to personal growth and realizing full potential.
The slide highlights that lower-level needs must be satisfied before individuals can focus on higher-level aspirations. A key insight is that Maslow suggested multiple needs can be pursued simultaneously,, but the lower ones generally take precedence.
The right side of the slide features a quote underscoring this point, indicating that lower-level needs must be met first. The bottom section references the Elements of Value framework, positioning Maslow’s hierarchy as a heuristic model that can be leveraged in strategy and customer insights.
The overall message is that understanding these human needs can inform how companies create value and tailor their offerings. For potential buyers, this slide offers a structured way to think about consumer priorities and the importance of addressing fundamental needs before attempting to engage higher-level aspirations.
It underscores that successful value propositions align with the specific needs at different levels of this hierarchy, especially in complex or competitive markets. The slide also hints at the broader application of Maslow’s theory in strategic frameworks, such as the B2B Elements of Value, which can help decode customer priorities based on this psychological foundation.
This framework is developed by a team of former McKinsey and Big 4 consultants. The presentation follows the headline-body-bumper slide format used by global consulting firms.
For $10.00 more, you can download this document plus 2 more FlevyPro documents. That's just $13 each.
ABOUT FLEVYPRO
This document is part of the FlevyPro Library, a curated knowledge base of documents for our FlevyPro subscribers.
FlevyPro is a subscription service for on-demand business frameworks and analysis tools. FlevyPro subscribers receive access to an exclusive library of curated business documents—business framework primers, presentation templates, Lean Six Sigma tools, and more—among other exclusive benefits.
The average daily rate of a McKinsey consultant is $6,625 (not including expenses). The average price of a Flevy document is $65.
Trusted by over 10,000+ Client Organizations
Since 2012, we have provided best practices to over 10,000 businesses and organizations of all sizes, from startups and small businesses to the Fortune 100, in over 130 countries.
Read Customer Testimonials
"FlevyPro provides business frameworks from many of the global giants in management consulting that allow you to provide best in class solutions for your clients."
– David Harris, Managing Director at Futures Strategy
"One of the great discoveries that I have made for my business is the Flevy library of training materials.
As a Lean Transformation Expert, I am always making presentations to clients on a variety of topics: Training, Transformation, Total Productive Maintenance, Culture, Coaching, Tools, Leadership Behavior, etc. Flevy
It is well worth the money to purchase these presentations. Sure, I have the knowledge and information to make my point. It is another thing to create a presentation that captures what I want to say. Flevy has saved me countless hours of preparation time that is much better spent with implementation that will actually save money for my clients.
"
– Ed Kemmerling, Senior Lean Transformation Expert at PMG
"[Flevy] produces some great work that has been/continues to be of immense help not only to myself, but as I seek to provide professional services to my clients, it gives me a large "tool box" of resources that are critical to provide them with the quality of service and outcomes they are expecting."
– Royston Knowles, Executive with 50+ Years of Board Level Experience
"As a consulting firm, we had been creating subject matter training materials for our people and found the excellent materials on Flevy, which saved us 100's of hours of re-creating what already exists on the Flevy materials we purchased."
– Michael Evans, Managing Director at Newport LLC
"FlevyPro has been a brilliant resource for me, as an independent growth consultant, to access a vast knowledge bank of presentations to support my work with clients. In terms of RoI, the value I received from the very first presentation I downloaded paid for my subscription many times over! The
quality of the decks available allows me to punch way above my weight – it's like having the resources of a Big 4 consultancy at your fingertips at a microscopic fraction of the overhead.
"
– Roderick Cameron, Founding Partner at SGFE Ltd
"I have used Flevy services for a number of years and have never, ever been disappointed. As a matter of fact, David and his team continue, time after time, to impress me with their willingness to assist and in the real sense of the word. I have concluded in fact
that it is not at all just a repository of documents/resources but, in the way that David and his team manage the firm, it is like dealing with consultants always ready to assist, advise and direct you to what you really need, and they always get it right.
I am an international hospitality accomplished senior executive who has worked and lived during the past 35 years in 23 countries in 5 continents and I can humbly say that I know what customer service is, trust me.
Aside from the great and professional service that Flevy's team provide, their wide variety of material is of utmost great quality, professionally put together and most current.
Well done Flevy, keep up the great work and I look forward to continue working with you in the future and to recommend you to a variety of colleagues around the world.
"
– Roberto Pelliccia, Senior Executive in International Hospitality
"As a young consulting firm, requests for input from clients vary and it's sometimes impossible to provide expert solutions across a broad spectrum of requirements. That was before I discovered Flevy.com.
Through subscription to this invaluable site of a plethora of topics that are key and crucial to consulting, I
have been able to exceed expectations and deliver quality advice and solutions to my clients. The quality and expertise of the authors are exemplary and gives me great confidence to use as part of my service offerings.
I highly recommend this company for any consultant wanting to apply international best practice standards in their service offerings.
"
– Nishi Singh, Strategist and MD at NSP Consultants
"Last Sunday morning, I was diligently working on an important presentation for a client and found myself in need of additional content and suitable templates for various types of graphics. Flevy.com proved to be a treasure trove for both content and design at a reasonable price, considering the time I
saved. I encountered a download issue during the ordering process. However, a quick email to Flevy's support team, even on a Sunday (!!!), resulted in assistance within less than an hour, allowing me to download the content I needed. Fantastic job, Flevy! I give 5 stars for both content/price and customer service. Thank you!
"
– M. E., Chief Commercial Officer, International Logistics Service Provider
Download our free compilation of 50+ Strategy & Transformation slides and templates. Frameworks include McKinsey 7-S, Balanced Scorecard, Disruptive Innovation, BCG Curve, and many more.
Click main image to view in full screen.
