Blog

Making Customer Value Central to Product Innovation

B2B enterprises that are most advanced in value-based pricing strategy embed understanding customer value in their innovation process.  Innovation is important, but not the kind that involves letting a bunch of engineers design the best product or service that they…

Building Strategic B2B Pricing Based on Customer Value

Creating a pricing strategy can’t just be an afterthought to a marketing strategy.  And it requires more information than is available from “price management” software, which focuses on enabling better transaction management but provides little insight into what customers value…

Sustaining Exceptional Profitability through Value Management

Insights from Dr. Thomas Nagle There was a dramatic difference in how successful CEOs and CFOs responded to the Great Recession and a dramatic difference in the resulting pricing and profitability of those companies that shifted their focus from market…

Price vs Value Management – Know the Difference

Guest Post by Tom Nagle This is an excerpt from Tom Nagle’s new article titled “Price vs. Value Management – Know the Difference”. To read the full article, please click the link at the bottom of this post. Pricing software…

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