Using Value-Based Pricing to Increase Profitability in the B2B Sector
ABOUT THE Webinar
Pricing is the most important lever to drive profitability. But still, most B2B organizations follow a cost-plus pricing strategy and fail to maximize profits and increase market share. Shifting to a value-based pricing strategy has proven to be the most profitable decision a company can make.
To formulate a value-based pricing strategy, organizations need to understand the customer’s perceived value of their product/service. Designing and implementing a value-based pricing strategy can be quite daunting to start off with, but there are frameworks that facilitate this process.
Customer segmentation that drives profitable actions is a key step to optimize pricing. Many organizations today segment customers based on geographic and firmographic factors. These segments are mostly useful for reporting, but don’t provide the right insights for optimal pricing decisions.
Creating segments based on needs as well as on willingness-to-pay helps capture maximum value from the market.
In this webinar, SPMG and Pricefx discussed:
Go through the value-based pricing journey from a B2B perspective
Examine tools and frameworks to design a value-based pricing strategy
Discuss segmentation from a pricing perspective to capture maximum value from the market
Show how to use value drivers and software-enabled pricing solutions during negotiations
Present case studies that outline the outcomes of value-based pricing in the B2B sector