Summary of Ulrik Lehrskov-Schmidt's The Pricing Roadmap PDF Download

Author: Milkyway Media
Publisher: Milkyway Media
ISBN:
Category : Business & Economics
Languages : en
Pages : 24

View

Book Description
Get the Summary of Ulrik Lehrskov-Schmidt's The Pricing Roadmap in 20 minutes. Please note: This is a summary & not the original book. "The Pricing Roadmap" by Ulrik Lehrskov-Schmidt is a comprehensive guide for B2B SaaS executives and entrepreneurs grappling with the complexities of pricing strategies. The book emphasizes the importance of customer-centric pricing over product-centric approaches, advocating for a structure that reflects the value delivered to different customer segments. Lehrskov-Schmidt draws parallels with historical industries, such as the 1860s railroad, to illustrate the effectiveness of differentiated services and the necessity of pricing based on customer willingness to pay...

Author: Ajit Ghuman
Publisher:
ISBN:
Category :
Languages : en
Pages : 226

View

Book Description
Chances are that you are leaving money on the table. Smart pricing can add multiples to your revenue and valuation. Yet, pricing is often considered too complex or just not paid enough attention. Software pricing is not rocket science. But so far, literature on the subject has varied between clickbaity blogs or obtuse research methods. A practical guide to SaaS pricing has been sorely needed. This book aims to fill the void. Written for CEOs, CMOs, Product Marketers, Revenue Leaders, and Product Managers, this book provides a simple soup to nuts approach in deploying winning pricing systems for high growth SaaS startups. In addition to pricing techniques, learn from real-life case studies from pricing leaders drawing on their experiences at companies such as Gainsight, Mixpanel, Nosto, Oracle, Verint, Rubrik and more. The book will help you get to the following four fundamental pricing decisions and guide you on how to operationalize pricing within your organization: 1. Packaging: What will be your product 'offers'/'packages'? ★ Learn why Good-Better-Best packaging is not automatically the best approach and how to use packaging to unlock hidden value from your product's features. 2. Pricing Metric: Which metric or set of metrics will drive your core pricing model? ★ Learn how a Silicon Valley startup unlocked up to 10x revenue/account via smart pricing metric selection 3. Pricing Structure: How will you structure your pricing model? ★ Learn how an eCommerce SaaS company evolved its pricing structure as it grew first to maximize market share and then increase revenue predictability. 4. Price Point: What specific price point will you charge? ★ Learn five different methods to hone in on the right price point for your product. Finally, the book includes nine in-depth case studies from Silicon Valley's top pricing leaders from their past experiences at companies like Gainsight, Mixpanel, Nosto, Oracle, Verint, Rubrik, and more. Case studies include instances of pricing challenges across growth stage and established post-IPO companies and cover a wide gamut of topics, including: Moving from perpetual licensing to subscription pricing Revamping product packaging for maximum growth Switching the key SaaS pricing metric Pricing design in a high cost/unit environment Recommended ways to structure pricing projects

Author: Robert J. Doan
Publisher: Simon and Schuster
ISBN: 068483443X
Category : Business & Economics
Languages : en
Pages : 392

View

Book Description
In one compact volume, here are the innovative tactics business leaders need to attain maximum financial performance for their companies. Whether they're selling beer or land, this book is one book managers can't afford to ignore

Author: Reed K. Holden
Publisher: John Wiley & Sons
ISBN: 1118045343
Category : Business & Economics
Languages : en
Pages : 242

View

Book Description
Bad pricing is a great way to destroy your company’s value, revenue, and profits. With ten simple rules, this book shows you how to deliver both healthy profit margins and robust revenue growth while kicking the dreaded discounting habit. The authors destroy the conventional wisdom that you have to trade margins for revenues and show you how to fully exploit the value your company offers customers. This is a proven plan for increasing sales without sacrificing profits.

Author: Hermann Simon
Publisher: Springer
ISBN: 3319994565
Category : Business & Economics
Languages : en
Pages : 569

View

Book Description
In this book, the world’s foremost experts on pricing integrate theoretical rigor and practical application to present a comprehensive resource that covers all areas of the field. This volume brings together quantitative and qualitative approaches and highlights the most current innovations in theory and practice. Going beyond the traditional constraints of “price theory” and “price policy,” the authors coined the term “price management” to represent a holistic approach to pricing strategy and tactical implementation. They remind us that the Ancient Romans used one word, pretium, to mean both price and value. This is the fundamental philosophy that drives successful price management where producer and customer meet. Featuring dozens of examples and case studies drawn from their extensive research, consulting, and teaching around the world, Simon and Fassnacht cover all aspects of pricing following the price management process with its four phases: strategy, analysis, decision, and implementation. Thereby, the authors take into account the nuances across industry sectors, including consumer goods, industrial products, services, and trade/distribution. In particular, they address the implications of technological advancements, such as the Internet and new measurement and sensor technologies that have led to a wealth of price management innovations, such as flat rates, freemium, pay-per-use, or pay-what-you-want. They also address the emergence of new price metrics, Big Data applications, two-sided price systems, negative prices, and the sharing economy, as well as emerging payment systems such as bitcoin. The result is a “bible” for leaders who recognize that price is not only a means to drive profit in the short term, but a tool to generate sustained growth in shareholder value over the longer term, and a primer for researchers, instructors, and students alike. Praise for Price Management “This book is truly state of the art and the most comprehensive work in price management.” - Prof. Philip Kotler, Kellogg School of Management, Northwestern University “This very important book builds an outstanding bridge between science and practice.“ - Kasper Rorsted, CEO, Adidas “This book provides practical guidelines on value creation, communication and management, which is an imperative for businesses to survive in the coming era of uncertainty.” - Dr. Chang-Gyu Hwang, Chairman and CEO, KT Corporation (Korea Telecom)

Author: Gerald Smith
Publisher: Columbia University Press
ISBN: 0231549075
Category : Business & Economics
Languages : en
Pages : 537

View

Book Description
Winner, 2022 Leonard L. Berry Marketing Book Award, American Marketing Association How do leaders, managers, and proprietors go about the essential task of setting prices? What biases enter into this process, and why? How can a business debias its price setting to become more productive, strategic, and profitable? Combining perceptive insights from behavioral economics with leading-edge ideas on price management, this book offers a new approach to pricing. Gerald Smith demonstrates why understanding, reframing, and refining everyday pricing processes—a firm’s or manager’s pricing orientation—results in a better long-term pricing strategy. He explores how pricing actually happens in practice and shows how to identify and remove the psychological blinders that cause suboptimal decisions and policies. Smith details how to improve pricing orientation by combining the soft behavioral skills that intuitively shape and refine pricing practice with the hard analytic skills that guide and structure pricing strategy. The result is more rational and more profitable pricing—with respect to not only revenue and profitability but also employee productivity and customer satisfaction. Offering an accessible and actionable model, Getting Price Right is the first book to apply behavioral economics to managerial price setting. It is a must-read for corporate business leaders, thought leaders, and professionals interested in advances in pricing and for managers, entrepreneurs, proprietors, and small and midsize business owners whose everyday work involves pricing.

Author: Tim J. Smith
Publisher: Thomson South-Western
ISBN: 9781111571290
Category : Pricing
Languages : en
Pages : 318

View

Book Description
Learn how to make pricing decisions that will maximize a firm’s profits by creating and capturing customers with PRICING STRATEGY: SETTING PRICE LEVELS, MANAGING PRICE DISCOUNTS AND ESTABLISHING PRICE STRUCTURES, International Edition. Written by recognized pricing thought leader and principal of a successful pricing firm, Tim J. Smith, this comprehensive book emphasizes the stakeholder’s importance in making decisions, while highlighting key trade-offs to consider when choosing between opposing outcomes. In this book’s balanced presentation of quantitative instruction and qualitative concepts, learn more about the influences that should guide your decision making.

Author: Robert Phillips
Publisher: Stanford University Press
ISBN: 0804781648
Category : Business & Economics
Languages : en
Pages : 470

View

Book Description
This is the first comprehensive introduction to the concepts, theories, and applications of pricing and revenue optimization. From the initial success of "yield management" in the commercial airline industry down to more recent successes of markdown management and dynamic pricing, the application of mathematical analysis to optimize pricing has become increasingly important across many different industries. But, since pricing and revenue optimization has involved the use of sophisticated mathematical techniques, the topic has remained largely inaccessible to students and the typical manager. With methods proven in the MBA courses taught by the author at Columbia and Stanford Business Schools, this book presents the basic concepts of pricing and revenue optimization in a form accessible to MBA students, MS students, and advanced undergraduates. In addition, managers will find the practical approach to the issue of pricing and revenue optimization invaluable. Solutions to the end-of-chapter exercises are available to instructors who are using this book in their courses. For access to the solutions manual, please contact [email protected].

Author: Hermann Simon
Publisher: Springer
ISBN: 3319204009
Category : Business & Economics
Languages : en
Pages : 231

View

Book Description
The world’s foremost expert on pricing strategy shows how this mysterious process works and how to maximize value through pricing to company and customer. In all walks of life, we constantly make decisions about whether something is worth our money or our time, or try to convince others to part with their money or their time. Price is the place where value and money meet. From the global release of the latest electronic gadget to the bewildering gyrations of oil futures to markdowns at the bargain store, price is the most powerful and pervasive economic force in our day-to-day lives and one of the least understood. The recipe for successful pricing often sounds like an exotic cocktail, with equal parts psychology, economics, strategy, tools and incentives stirred up together, usually with just enough math to sour the taste. That leads managers to water down the drink with hunches and rules of thumb, or leave out the parts with which they don’t feel comfortable. While this makes for a sweeter drink, it often lacks the punch to have an impact on the customer or on the business. It doesn’t have to be that way, though, as Hermann Simon illustrates through dozens of stories collected over four decades in the trenches and behind the scenes. A world-renowned speaker on pricing and a trusted advisor to Fortune 500 executives, Simon’s lifelong journey has taken him from rural farmers’ markets, to a distinguished academic career, to a long second career as an entrepreneur and management consultant to companies large and small throughout the world. Along the way, he has learned from Nobel Prize winners and leading management gurus, and helped countless managers and executives use pricing as a way to create new markets, grow their businesses and gain a sustained competitive advantage. He also learned some tough personal lessons about value, how people perceive it, and how people profit from it. In this engaging and practical narrative, Simon leaves nothing out of the pricing cocktail, but still makes it go down smoothly and leaves you wanting to learn more and do more—as a consumer or as a business person. You will never look at pricing the same way again.

Author: Harry Macdivitt
Publisher: McGraw Hill Professional
ISBN: 0071768602
Category : Business & Economics
Languages : en
Pages : 305

View

Book Description
A Groundbreaking Pricing Model for the New Business Landscape Why would any customer choose Brand X over Brand Y, regardless of price? In a word: Value. When customers feel they are getting good value from your product or service, they are more than happy to pay more—which is good news for you and your business. Even in today’s global market—with its aggressive competitors, low-cost commodities, savvy consumers, and intangible digital offerings—you can outsell and outperform the rest using Value-Based Pricing. Done correctly, this method of pricing and selling helps you: Understand your customers’ wants and needs Focus on what makes your company different Quantify your differences and build a value-based strategy Communicate your value directly to your customers Now more than ever, it is essential for you to reexamine the reality of the value you offer customers—and this step-by-step program shows you how. Developed by global consultants Harry Macdivitt and Mike Wilkinson, Value-Based Pricing identifies three basic elements of the Value Triad: revenue gain, cost reduction, and emotional contribution. By delivering these core values to your customers—through marketing, selling, negotiation, and pricing—you can expect an increase in profits, productivity, and consumer goodwill. These are the same value-based strategies used by major companies such as Philips, Alstom, Siemens, and Virgin Mobile. And when it comes to today’s more intangible markets—such as consulting services or digital properties like e-books and music files—these value-based strategies are more important than ever. So forget about your old pricing methods based on costs and competition. Once you know your own value—and how to communicate it to others—everybody profits.