Dollarizing Differentiation Value – The Heart of Value-Based Pricing

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What’s In This Webinar?

There are many definitions of what value-based pricing is and what it does. For some people, value-based pricing is TCO. For others, it is the understanding of value-added activities around the product. This lack of alignment around a standard concept can be confusing and might be a reason behind its modest rate of adoption among B2B firms. In this webinar, Stephan Liozu reviews the definition and the methodological steps of value-based pricing. He explains the foundations requires In order to successfully design and deploy value-based pricing within value-based strategies. Among the 6 steps of value-based pricing, dollarizing differentiation value (step 4) is probably the most difficult step as it requires customer process intimacy, analytical skills, and collaborative intelligence. This webinar focuses of this step 4 and shows how technology can accelerate the deployment of value-based strategies:

Participants will learn:

  • The pre-requisites to designing and deploying value-based pricing
  • The 6 steps of value-based pricing
  •  The best practices in dollarizing differentiation value
  • Value-based pricing as part of value-based strategies: how does it fit?

Stephan Liozu

Stephan Liozu

Stephan M. Liozu is Chief Value Officer of the Thales Group. He is also an Adjunct Professor & Research Fellow at the Case Western Research University Weatherhead School of Management. Stephan holds a Ph.D. in Management from Case Western Reserve University (2013), an MS in Innovation Management from Toulouse School of Management (2005), and an MBA in Marketing from Cleveland States University (1991). He is a Certified Pricing Professional (CPP), a Prosci® certified Change Manager, and a Strategyzer Business Model Innovation Coach. Over the past few years, Stephan published academic articles in the Journal of Revenue & Pricing Management, Business Horizons, MIT Sloan Management Review, and Industrial Marketing Management. He has also written several articles on strategic pricing issues for the Journal of Professional Pricing and is a regular presenter at Professional Pricing Society conferences in Europe and North America as well as the Strategic Account Management Association conferences.
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