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Top B2B companies employ value-based pricing strategies to maximize customer outcomes and profitability. However, large and complex contracts are commonplace in a wide range of industries, from technology and aerospace to healthcare and manufacturing. In many cases, these business and government buyers require extensive RFP processes involving competitive bids under very rigorous constraints. Anticipating and influencing customer needs, while managing the strategic value capture process in a professional way, are critical responsibilities for B2B commercial teams looking to win large deals.
In this webinar, Stephan Liozu, Chief Value Officer at Thales, explores value-based pricing disciplines for large contracts used by leading B2B organizations. During the session, attendees will learn best practices in managing the RFP process, key considerations for applying price-to-win and value-based pricing, and the role the pricing team plays throughout the deal lifecycle.