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Problem: To get pricing done right, companies must define the structure, routines, and culture of their organization.

Solution: Track pricing decisions from business strategy through pricing strategy, market pricing, price variance policy, to price execution, including new offering development, the sales strategy, and international markets.

Pricing Learning Objectives:

1. Use value-based pricing paradigm to drive pricing decisions across the organization
2. Drive pricing decisions into new-offering development to improve market acceptance and price capture on innovation from the moment of launch through maturity
3. Transform the relationship between sales and pricing toward a mutually constructive goal of capturing profitable customers
4. Utilize contextualization to appropriately set prices in international markets and construct successful market-entry strategies
5. Define the structure, routines, and culture of the organization to drive value-based pricing orientation throughout all decisions that impact price capture
6. Gauge the appropriate price response to a competitive threat
7. Design your pricing council and pricing organization