- Monday, 17 September 2018 13:45
A Practical Roadmap to Frame, Price, and Sell B2B Digital Offers
The Digital revolution promises trillions of dollars in created value by 2030. Consultants and researchers are projecting massive and disruptive disruption in entire industrial sectors. As a results, PwC reports in their DigitalIQ report that 73% of executives say that they are investing in internet of things (IoT) and 54% in artificial intelligence. ABB predicts that 33 billion things or objects will be connected to the internet by 2020. So we are experiencing a deluge of digital investments, programs, and large-scale transformations.
Yet, and despite this tsunami of activities, in 2017, Cisco reported that 60% of IoT Initiatives stall in the Proof of Concept phase and that only 26% of companies have had an IoT initiative that they consider a success. In 2017, Siemens also revealed that less than a fifth (18%) of surveyed companies analyze more than 60% of production data they collect. Finally, Simon-Kucher & Partners (SKP) reports that 3 out of 4 firms that invested in digitalization in the past 3 years fail in their efforts due to the lack of monetization strategies, the focus on the wrong priorities, the lack of customer intimacy, and the neglect of digital pricing best practices. In fact, only 18% of these firms are true digital heroes.
Despite the high level of interest and investments, the reality is that most companies are just getting started. The digital champions are not yet reaping the fruit of their investments. Most companies tend to struggle with the process of designing digital business models, with the development of truly differentiated offers, and with the monetization and pricing of their data-based offers.
This book focuses on the topics of data monetization and of the value-based pricing of data-driven offers. The authors introduce a newly-developed practical data monetization roadmap that can be used by digital project teams, incubators, and digital factories to better frame their offers and to apply the principles of value-based pricing. They present options in digital pricing models and practical guidelines on how to deploy them.
Readers will learn:
- The various monetization and value creation models for data-enabled offers
- The 8 steps of the data monetization framework
- The best practices in designing differentiated data-enabled offers
- The value-based pricing of data and options in digital pricing models
- Business model implications of switching from ownership to consumption model
- Sunday, 06 August 2017 13:53
Customer value and pricing transformations can take many years. They usually start with the deployment of tools, methods, and systems. They also focus on skills and competences. Most companies have successful initial stages of transformation. For many of them and after 18 months, the process starts to slow down and transformations can be stuck in a zone of good intentions or derail all together. This book focuses on the critical element of a customer value transformation: the mindset. Mindset is everything. It is the difference between trying tools and systems versus adopting and assimilating them.
In this book, I proposes a model focused on mindset transformation to allow for sustained transformation efforts and potentially to accelerate the pace of value transformations. This model is based on many value and pricing transformations I conducted as a Coach and Consultant. It is 206 pages long and full of tips and techniques.
- Sunday, 06 August 2017 13:47
This book is a practical guide to design and deploy value-based pricing in B2B organizations. It is organized around the six steps of value-based pricing and proposed practical actions, tools, and analysis to go through the six steps. The book also covers the cultural and business requirements to operationalize value-based pricing in organizations.
This is not a theoretical essay. It is destined to practitioners who want to get started with the journey towards pricing and value excellence. It is 247 pages long.
- Tuesday, 24 November 2015 16:08
Pricing and the Sales Force is the first book to link pricing strategy and the sales force together. Pricing strategy is now well established as an important means of driving profits for many organizations. Countless companies are now mastering price-setting. But what about “price-getting” – converting those list prices into the realized sales, and as a result, greater profitability? This is the domain of the sales force.
A selection of the world’s leading specialists explore different aspects of sales force and pricing strategy integration:
- Introduction: overview on the state of the art
- Building key capabilities: best practices for building sales force capabilities in pricing and value quantification
- Engaging the sales force: driving organizational change processes with the sales force
- Designing effective selling processes: designing and implementing processes that enable superior performance
- Aligning sales force incentives and building the infrastructure: insights into how to align sales force incentive schemes; tools and instruments to enable the sales force to perform.
The third in Hinterhuber and Liozu’s successful pricing series, this book is essential reading for pricing strategy and sales scholars and practitioners.
- Tuesday, 24 November 2015 16:04
The pricing profession has come a long way: from having a pure clerical function back in the 1970s to a more strategic one today, pricing professionals are increasingly accepted as fully fledged members of marketing and finance teams. However, in many of these organizations, pricing professionals are often misunderstood and neglected from a career and talent perspective. Furthermore, the literature is still silent on how to manage and develop pricing teams.
Pricing and Human Capital explores the specific nature of pricing human resources and focuses on how to manage pricing teams, pricing talent, pricing careers and how to organize the pricing function for success. It is dedicated to the pricing function and is aimed at helping pricing professionals manage their career within marketing, finance, sales or IT departments.
By focusing on specific practical tips, tools and recommendations that pricing and HR teams can adopt to improve their relationships, and including extensive interviews with senior pricing executives, it is the perfect toolkit for both HR and pricing professionals. This valuable textbook with its collection of cases in pricing will also be essential for students and tutors of marketing and sales.