Value-based pricing emerged from the need to price differentiated products and services in the B2B context. Price optimization models based on simplistic economic theories proved inadequate for complex solutions with multiple stakeholders in the decision making unit. But over the past two decades, applications have expanded, first to sales and marketing, then to product management and marketing and most recently to customer success.

Product management, customer experience (CX) and value-based pricing are strong complementary skill sets. They are seldom found in one person, but when they are that person is uniquely positioned to give us insights into how these fit together. Ed Arnold is one such person. It this interview we explore the interplay of these three skillsets and how they inform critical choices in B2B growth.

How does pricing fit into the customer journey? Customer journey mapping has become a critical tool in the service design toolkit. Understanding how to introduce pricing and how to communicate about pricing over the customer journey is an important part of pricing work.

Who should own pricing decisions? There are as many opinions on this as there are pricing experts. For good reason. The answer to this question depends on the company's goals and organizational structure, and on just where the product is in the lifecycle.