Few private equity (PE) firms systematically focus on pricing transformations, though such programs can create substantial value. In this article, the authors explain how pricing value can be captured at any stage in the deal cycle.
A certain product or service is only worth what a buyer is willing to pay for it. And their willingness to pay is based largely on how they perceive the value of the seller’s product, service or solution. However, different customers perceive value differently. Therefore, their willingness to pay is also different. In this article, the author explains how B2B companies can price according to different customers’ willingness to pay levels to capture the maximum amount of revenue for each deal or transaction.
The whole point of negotiation is getting what you want while having the other person walk away thinking that they got what they wanted as well, as the author explains.
Nothing ventured, nothing gained: Companies need to innovate not just to stay ahead, but to even survive competition. Despite this however, the failure rate for innovations is shockingly high: Nearly three out of four new products or services miss their revenue and profit goals. How can you make sure your innovations succeed?
Pricing is a decision under executive control. Sometimes the price is not what the market will want, but it is still a decision executives must make even if the decision is to let the market go. In this article, the author examines what an executive’s role should be in the pricing process.
In this two-part article, the author discusses value-based pricing from both an organization-wide view and more specifically from the view of the product manager. He begins by reviewing what a value-based product strategy is, how it helps make better decisions, and helps differentiate your products from the competition. In the second part of the article, he explores the six common missteps product managers make about value and provides best practices for how to avoid these errors
Netflix prices are going up. This week, the streaming service raised the prices of all three of its US plans, constituting a jump of between 13 and 18 percent – the biggest price hike since Netflix launched in 2007. Mark Billige, pricing specialist and Managing Partner at Simon-Kucher & Partners, explains how Netflix’s smart approach is key to gaining customer acceptance.
In this article, the authors explore the inherent benefits of customized pricing and best practices for implementation through cross-selling and up-selling strategies.
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.
All companies need to utilize value when developing and executing their go-to-market pricing strategies. However, if you are an Innovative company and “…live or die on your ability to get price,” this process can become all the more complex. In this article, the author recommends three strategies to help innovation companies improve their commercial strategy.