Quantified value first, then price: realizing the positive impact of a value pricing strategy

Todd Snelgrove ()
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Todd Snelgrove: Global Vice President Marketing and Sales

Journal of Revenue and Pricing Management, 2018, vol. 17, issue 1, No 6, 44 pages

Abstract: Abstract Creating a value pricing culture and methodology requires more than just a CEO’s edict. It requires a thorough look at the people, processes, technology, and culture of your company. Once you have analyzed and challenged yourself if you create real customer value, then you can look at ways to enable customer’s willingness and ability to pay for value by quantifying your value and entering into value- or performance-based agreements.

Keywords: Value-based pricing; Value-based selling; Value quantification; Pricing strategy implementation; Quantified value proposition (search for similar items in EconPapers)
Date: 2018
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DOI: 10.1057/s41272-017-0132-y

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