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Quantified value first, then price: realizing the positive impact of a value pricing strategy

Author

Listed:
  • Todd Snelgrove

    (Global Vice President Marketing and Sales)

Abstract

Creating a value pricing culture and methodology requires more than just a CEO’s edict. It requires a thorough look at the people, processes, technology, and culture of your company. Once you have analyzed and challenged yourself if you create real customer value, then you can look at ways to enable customer’s willingness and ability to pay for value by quantifying your value and entering into value- or performance-based agreements.

Suggested Citation

  • Todd Snelgrove, 2018. "Quantified value first, then price: realizing the positive impact of a value pricing strategy," Journal of Revenue and Pricing Management, Palgrave Macmillan, vol. 17(1), pages 41-44, February.
    • Handle: RePEc:pal:jorapm:v:17:y:2018:i:1:d:10.1057_s41272-017-0132-y
    DOI: 10.1057/s41272-017-0132-y
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    Citations

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    Cited by:

    1. Romina Gómez-Prado & Aldo Alvarez-Risco & Berdy Briggitte Cuya-Velásquez & Marián Arias-Meza & Nilda Campos-Dávalos & Luis Juarez-Rojas & Maria de las Mercedes Anderson-Seminario & Shyla Del-Aguila-Ar, 2022. "Product Innovation, Market Intelligence and Pricing Capability as a Competitive Advantage in the International Performance of Startups: Case of Peru," Sustainability, MDPI, vol. 14(17), pages 1-21, August.
    2. Stephan M. Liozu, 2021. "The adoption of pricing from an organizational perspective and its impact on relative firm performance," Journal of Revenue and Pricing Management, Palgrave Macmillan, vol. 20(4), pages 390-402, August.

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