The differences between price management and value management, and why they matter.
What’s in this whitepaper?
Most companies only address price management when developing a pricing strategy. The goal of price management is to ensure that your sales and distribution organization is actually doing what you want them to do with regard to price management.
Much less common is the use of value management, even though value management is as important an element in value-based pricing as is price management. Value management involves creating the potential for profitable pricing that price management enable the firm to realize. The two critical aspects of value management are value creation and value communication.