More firms and their pricing leaders are adopting value-based pricing every year. Research shows increased adoption of this progressive pricing orientation moving from 17% in 2008 to about 25-30% in 2018. Part of the deployment process of value-based pricing is the implementation of the Economic Value Estimation (EVE®) process to quantify differentiation value before it […]
Fear of change and fear of failure often cause companies to abandon their efforts to be more strategic in their pricing decisions. Statements like “We will lose business if we raise prices”, or “Sales knows their customers best and how much their customers are willing to pay” are symptomatic of those fears. While there may […]
Client Environment Multi-billion dollar provider of scientific products and services was growing at above-market rates but experiencing margin compression. Competition for largest accounts was intense and was pressuring pricing. Senior management was very concerned that pricing action could put volume at risk. The Solution Our strategic pricing approach involved rigorous data analysis to determine the […]
Client Environment Half-billion dollar global manufacturer of glass and plastics products was experiencing margin compression as prices did not keep pace with inflation. Sales were through distributors, direct sales and OEM components. List prices were changed annually according to “market conditions”, and the sales team had considerable discretion to discount. The Solution SPS created a […]
Segmentation is at the heart of marketing. It is actually one of the most essential step in progressive market management but is also one of the most neglected one. By neglected, I mean it is either not performed at all or it is designed in a very traditional fashion: using demographics or firmographics parameters. Over […]
I often find myself in discussions with clients or potential clients about whether lowering prices to take market share is a good pricing strategy. To illustrate the effects of trying to win with lower prices, I look back at this story, sent to me by a former service station manager in Texas. “In 2010, my […]
Over the years we have had clients tell us their pricing analytics were strong and did not need help. They thought they could use more help in setting pricing strategies to protect against declines in Average Selling Price (ASP), which was one of their metrics. Our first reaction is always to look at the analytical […]
Please find below the links to several online courses prepared for Professional Pricing Society as well as free-of-charge webinars on the themes of value and pricing. SAMA: Value Quantification in Strategic Account Management (Registration Required) - 2013 SAMA: Value Quantification – Working on Economic Value Estimation (Registration Required) - 2013 Pros Pricing: is it Time […]
Pricing is a discipline. And that discipline has existed for more than a century and has evolved from a pure economics discipline to be part of the marketing construct. The reality is that pricing is still a fairly neglected element of the marketing mix (the 4 Ps), and that most firms ignore the need to embrace […]
Abstract This article explores the intersection of pricing strategies and pricing capabilities by summarizing four distinct streams of research. By doing so, it provides insights into the challenges involved in implementing value-based pricing strategies as well as the generic challenges of building pricing capabilities. It also outlines the strategic importance of pricing capabilities. Authors […]
Considering a Subscription Model? Avoid These Rookie Mistakes | IndustryWeek
The subscription economy is taking business by storm. Entire industries have moved to subscription-based pricing, leaving behind some of the slow movers but also giving new life to companies that were struggling. Some talk about the end of ownership and the start of usership. It is a real revolution. Industrial companies have lately been getting […]
Pricing Educational Events Update > March 2019
Check out these upcoming in-person as well as live/on-demand webcast pricing events. Be sure to check the Pricing Events Calendar regularly as it offers a list of upcoming pricing focused conferences, webcasts, in-person and online training, and other professional development/networking events. Upcoming Events Webinar 28-March - Optimizing International Market Launches Through Pricing Insights | PriceBeam This webinar […]
More firms and their pricing leaders are adopting value-based pricing every year. Research shows increased adoption of this progressive pricing orientation moving from 17% in 2008 to about 25-30% in 2018. Part of the deployment process of value-based pricing is the implementation of the Economic Value Estimation (EVE®) process to quantify differentiation value before it […]
Expert Spotlight | Professional Pricing Society
Leaders in Pricing Training, Conferences, and Content We Are Here to Help You Amplify Your Pricing Success The Professional Pricing Society (PPS) Story For decades professional associations around the world have dramatically assisted the growth of major industries, while contributing to the betterment of society in general. PPS carries on this tradition by acting as […]
Expert Spotlight | Finance IQ (European Pricing Summit)
Date: June 27-28, 2017 Location: Palace Hotel in Berlin, Germany About the European Pricing Summit and Benchmarking Survey The advent of disruptive technology, growth of e-commerce and increasing competition from global markets are just a few of the reasons why leading companies are spending time and money to develop a pricing strategy that works. Many pricing […]
Expert Spotlight | Strategic Pricing Solutions
Strategic Pricing Solutions (SPS) is a management consulting firm helping clients with pricing strategies, data analytics, and pricing processes. Strategic Pricing Solutions was formed by Scott Francis in 2005 with a vision of enabling B2B clients to build sustainable strategic pricing capability to significantly improve their profitability. By providing flexibility in how we serve our […]
Expert Spotlight | Value Innoruption Advisors
Founded by Dr. Stephan Liozu, Value Innoruption Advisors provides training and consulting resources for organizations interested in embedding value-based methodologies in their go-to-market strategies related to innovation, marketing, pricing, and sales. Value Innoruption Advisors offers two popular value and pricing management certification programs - Customer Value Modelers™ (CVM™) and Change Agent in Pricing™ (CAP™). Stephan M. Liozu’s […]
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