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Stephan Liozu Talks Value-Based Pricing

We're back with another #PricingPodcast - this week Stephan Liozu talks Value-Based Pricing in business! We chat with pricing expert and author Stephan Liozu, and he answers some of the more popular questions surrounding Value-Based Pricing including,
  • What is value-based pricing?
  • Why is it more than a pricing strategy?
  • How can companies deploy new strategies and who should be involved?
  • How can companies gain a jump start?
Listen to Stephan Liozu discuss value-based pricing strategies for business and how to successfully implement to see results. (Click the image below for the #PricingPodcast) Stephan Liozu #PricingPodcast April About Stephan: Stephan Liozu has over 20 years experience in business, working for both Fortune 500 companies and family-owned businesses. He specializes in crafting and designing unique innovation and business strategies leading to differentiated business models. Liozu moderates brainstorming, mind mapping and creativity sessions with executives, partners and customers to generate ideas, value models, value propositions and innovation strategies. Liozu holds a MBA in Marketing from Cleveland States University (1991), a European Master degree from Toulouse IAE School of Management in France with a major in Innovation Management (2005) and attended The General Management Program (TGMP) at Harvard Business School (2005). He earned a Ph.D. in Management from The Weatherhead School of Management at Case Western Reserve University. Liozu is a frequent guest lecturer at Business schools and Universities around the world, often teaching innovation, pricing and value management, leadership approaches and global business strategies. Click to learn more.   Stephan is a featured Workshop Speaker during the 28th Annual Pricing Workshops and Conference in Miami, FL May 2-5 2017! Stephan Liozu will lead a Workshop during #PPSMIA entitled: "Dollarizing Differentiation Value" Register & book rooms for your team today!

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3 Points On Pricing Optimization Value

Price Optimization Value Blog Image All companies seek price optimization value in business strategies. Many companies utilize pricing in daily interaction but aren't getting the best optimization. Value pricing strategies are essential, especially as technology continues to rapidly change. These unique challenges impact pricing optimization:
  • Powerful Buyers
  • Intense Competition
  • Short Life cycles
  • Declining Price Curves For End Products
  • Complex Go-To Market Paths
  • A Historical Bias Toward Marketing Speeds & Feeds vs. Customer Benefits
These challenges are root of many frustrating pain points. Businesses must make accurate and timely pricing decisions, be effective in managing the processes required to make offers and execute them through internal systems without error, in spite of any challenges. fuel-innovation-tpa-blog Historically, companies have addressed value capture in three ways. First, most companies should start by creating and educating a small pricing team. Carefully craft a team with relatively little authority compared to the amount of revenue or profit they will oversea. Secondly, most companies should invest in pricing execution software that automates the quoting and pricing approval processes. Pricing automation is an important step to improve overall pricing strategies and to better track profits and losses. While both of these suggestions are essential to developing clear values to pricing optimization, neither effort drives direct behavioral changes to the business. This can dilute the results because administering an approval process without maximizing their true value-add. Collaborating with the sales teams to craft product and pricing solutions that meet customer’s needs, which provide the profit margins for the company, to fuel the engine. Third, companies often address value capture by focusing on the cost side of the profit equation. However, focusing primarily on cost can result in downward spirals of steps to find redundancies and extract concessions from suppliers. This mode of operation is not a sustainable because when all areas of cost improvement are exhausted, companies often turn to the R&D and product development activities that led to success in the first place. What are ways your company practices pricing optimization value? Please share in the comments below! Learn more about increasing value for your business at our 27th Annual Spring Pricing Workshops and Conference in Chicago, IL! Chicago Banner #PPSCHI 2.0 During May 3-6th hear directly from over 25 of the world's leading pricing professionals! Register your team TODAY! Continue reading
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