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Over 80% of B2B companies declare having digital transformation programs. This has become a hot innovation area and one that requires business NOT as usual in the area of value and pricing management. Stephan Liozu, CVO at Thales Group, presents some of the key considerations to identify, quantify, and extract the value of data-rich offers (IioT, predictive maintenance, asset optimization, fleet management, etc). Based on his research and his experience at Thales, he proposes some of the unique considerations when it comes to value quantification and extraction of these offers.