Pricing Strategically in the Complexity Avalanche
In October 2009 J.B. Wood, CEO of the Technology Services Industry Association, challenged the 800 participants at Technology Services World to think more strategically about the mega-forces driving growth and opportunities for services in technology industries. This paper outlines strategic price management issues that technology services leaders should keep in mind to maintain financial performance while navigating the turbulence. The author examines why value based pricing is instrumental to successful change, the dramatically changing role of services pricing, how to defend maintenance, and pricing for value added services.
The Pricing Maturity Model.pdf
A commitment to improved pricing practice is a commitment to profitable growth. But where do you start? Every organization is different. How can you improve the pricing practices at your business? History has shown that organizations generally mature along a well defined path, growing in pricing sophistication, strategic orientation and power to drive profitable growth. The Pricing Maturity Model maps the path, providing insights into steps any organization can take to improve their pricing capabilities.
