Tag: Value-Based Pricing

The Opportunity in Value-Based Pricing

  • September 12, 2019
  • Ben Blaney
Does this sound familiar? A Pricing Fairy Tale An ambitious, recent college grad starts their first pricing job. In week one, they are told to dive...

The Hidden Costs of Cost-Plus Pricing

  • July 18, 2019
  • Kalle Aerikkala
In his article “When Cost-Plus Pricing is a Good Idea” Utpal Dholakia, Professor of Marketing at Rice University’s Jesse H. Jones Graduate School of Business, makes...

The Right Pricing Tool Box for Distributors

  • September 20, 2018
  • Stephan Liozu
We’ve now established B2B distributors have tremendous opportunity in front of them if they pay attention to their level of differentiation in their value propositions ...

Mr. Money Mustache and Value-Based Pricing

  • March 5, 2015
  • Christine Carragee
My favorite blog is Mr. Money Mustache (MMM). It is written by a “crazy” guy who retired at age 32 and lives in Colorado with his...

Pricing Organization: Partner or Police?

  • February 26, 2014
  • Joanne Smith
If I asked your marketing and sales organization whether they thought the pricing organization was more partner or more police, what would they say?  If I...

Cost-to-Serve Recovery: 100% is Too Low

  • August 9, 2011
  • James Marland
Pricing managers always say they want to move away from cost-based pricing and toward market or value-based systems. While I applaud that, there seems to be...
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