B2B and Beyond:New Business Models Built on Trust Harry B. DeMaio
A groundbreaking pricing model for the new business landscape Low-cost competitors. Commoditized products. Empowered buyers. Intangible digital offerings. Each one of these introduces a unique challenge to pricing; added together, they render traditional pricing methods useless. You need a model designed for a world of commerce radically (and permanently) altered by new technologies and rapid globalization. In Value-Based Pricing , global business consultants and experts in value-based selling explain how to use value to inform marketing, selling, negotiation, and pricing decisions in a B2B setting. The key to getting the price you want is to create a unique value proposition for the customer, and to base the price on that value. It´s how Apple gets away with charging $499 for an iPad when higher-memory HP Netbooks sell for $299, and why bottled water in the U.S. is a multi-million dollar industry when American tap water is safe and free. This is the only strategy suited to tackling the problems you´re facing today. Value-Based Pricing provides everything you need to stay profitable while preserving customer goodwill.