In pricing, there are two types of complexity. Good complexity can lead to competitive advantage if you can make it simple for customers to absorb. Bad complexity can frustrate potential customers and cause them to seek another solution. In this article, the author provides best practices for making your differentiators and value drivers easy for customers to understand.
Customer experience can absolutely be the competitive differentiator for your company. However, many companies don’t feel they’re getting the best business results from customer experience because of the costs of implementing CX. On the other hand, if you do it right, it will drive the positive impact you seek, as the author explains.
The purpose of this short essay is to make the case that good pricing starts with a front-end-of-innovation (FEI) that is clearly focused on customer value.
In this article, the author explores primary challenges businesses face in defining and communicating value. He also provides strategies and tactics for B2B organizations to identify and leverage customer value.