Are you applying best practices in your pricing?

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Best Practices

Pricing and revenue recognition

Pricing and revenue recognition

Revenue recognition seems to be a dull and technical topic, only of interest to accountants and CFOs. This is a dangerous way to think. Revenue recognition principles can shape the design of your services and constrains how you price.

Pricing Disruptive Innovations - market-following or value-based pricing?

Pricing Disruptive Innovations - market-following or value-based pricing?

Our recent research on how people price innovations found different pricing methods for sustaining versus disruptive innovators. Sustaining innovators tend to use value-based pricing. Disruptive innovators are more likely to price relative to the market alternative. We explore why this might be using the Clayton Christensen model of disruptive innovation.

What is value management? (And why you should care)

What is value management? (And why you should care)

What is value management? (And why you should care). A document from back in November 2012 that sets out the basic approach to value management, and how it integrates innovation, marketing, sales and of course pricing. A new version of this document is in development.

Predicting the outcome of price changes

Predicting the outcome of price changes

Predicting the outcomes of pricing changes is difficult. Many different forces interact. Ibbaka combines market segmentation with causal diagrams and Monte Carlo models to understand the range of possible outcomes of a pricing change and how to manage the risks of the change.

Pricing in 2019 - Where to find leverage

Pricing in 2019 - Where to find leverage

What should should you be doing in 2019 to build and activate pricing as a driver of business growth? A combination of new capabilities, market research and decisive action is needed. The outcome can be greatly improved performance.

Primary research for B2B pricing

Primary research for B2B pricing

Primary research for B2B pricing requires a focus on how the offer creates value for different types of prospective customer and how the customers buy. It is important to combine surveys with interviews and to avoid confirmation bias. Direct questions about willingness to pay (WTP) give misleading results.

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