Making the Business Case for Investments in Value-Based Pricing

Guest post by Stephan Liozu of Ardex America Inc. Of the three main approaches to pricing in industrial markets ─ cost-based, competition-based and value-based ─ the latter has been shown superior in many circumstances (see John Hogan’s study on this)….

Notes from Dreamforce – Collabor-8

Last week I attended the annual Dreamforce gathering in San Francisco (their 8th, my 2nd). Once again it was a most impressive turnout in terms of size (15,000) as well as in celebrity (Bill Clinton, Stevie Wonder, Marc…

Leveraging a SaaS Value Story

Software-as-a-Service (SaaS) and more generally cloud computing are now widely accepted as a perfectly viable IT strategy for large and small enterprises alike. There are even services companies focused on accelerating the adoption of cloud computing, such as Appirio. The…

Challenges in Executing a Value-Based Strategy

There’s much attention nowadays around the importance of an organization adopting a value-based strategy, especially given the current economic climate.  Pricing guru Tom Nagle and I recently spoke to a group of managers interested in this topic — 80% of…

Strategy Execution

I was taught in business school that superior execution usually trumped superior strategy.  The premise being that big ideas can only succeed with the right attention to details. Or, as I think Thomas Edison once was suppose to say, “genius…

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