What Percent of Value Should We Capture in Price?
The question of how value should be split arises repeatedly in customer-value-centric organizations. It should be addressed in a thoughtful and systematic way. When building a product development or launch plan, teams debate feasible pricing ranges based on capturing value. Product teams who incorporate value into their discussions indicate that it helps them understand their positioning better and that it makes their decision-making customer-centric. In this article, the author presents several approaches to framing the value-capture questions and developing effective value-pricing strategies.
Status of the Pricing Function in Large Firms
In this article, the author prevents the findings from his recent pricing industry research study implemented to determine the growth of pricing in large organizations.
How to Mitigate the Risk in Undervaluing Digital Innovation
As companies move closer and closer to commercializing their digital offer, they run the risk of undervaluing the technology. To mitigate this risk, it’s important to develop a value-based pricing strategy and to consider this strategy from the onset of the advanced solution, rather than as an afterthought. In this article, the author presents strategies to help your organization determine a fair economic value for your advanced solution.
Cloudified Pricing – Coming to an Industry Near You
Regardless of industry, companies need to better understand and more confidently embrace the ways in which subscription- and consumption-based models will change their business, the new strategies that will apply, and the new practices they will need to establish, as the authors explain.
State of the Pricing Management Software Industry
In this article, the author explores the current state of the pricing software industries, reasons why it has not grown at a faster rate, and current challenges the industry is facing which are prohibiting it from achieving scalability and profitability.
December 2018 Survey of Today’s Pricing Professional
The Professional Pricing Society’s December 2018 survey of pricing professionals received nearly 919 responses from a cross-section of industries across the globe. PPS conducts surveys with the hope that this information provides a good synopsis of where pricing stands as a career option while also providing a good demonstration of pricing’s status in the business world.
Excerpt from “Price Management – Strategy, Analysis, Decision, Implementation”
This article is an excerpt and sneak preview from the new book by Dr. Hermann Simon and Professor Martin Fassnacht entitled “Price Management – Strategy, Analysis, Decision, Implementation” (New York: Springer Nature 2019, 558 pages). Detailed author biographies are included at the end of the piece.
Do CPG Companies Really Have Control over Pricing?
Which price and price differences can Consumer Packaged Goods (CPG) companies actually control, and what does the report of higher prices really mean? In this article, the author will explore how much control CPG companies actually have over their prices, which prices they should attempt to manage, and best practices for successfully executing these strategies.
Brand Premium in the Light of Tenders
In a non-tendered market brand premium will protect prices and brand owners. However, tendering opens the market to all parties, including the competitors with a low-cost position and weak branding. The switching curve, as the author explains in this article, presents a method to assess the incumbents’ and the challenger’s position, quantify the impact of a challenge, and derive the appropriate pricing measure in response.
Download Recent Editions
Download past editions of the Pricing Advisor newsletter and the Journal of Professional Pricing. For a full selection of past editions, visit our PDF Archives page.