Digital Pricing Strategy: Capturing Value from Digital Innovations
- 6h 4m
- Andreas Hinterhuber, Stephan M. Liozu
- Taylor and Francis
- 2023
Digital Pricing Strategy provides a best-practice overview of how companies design, analyze, and execute digital pricing strategies. Bringing together insights from academic and professional experts globally, the text covers essential areas of the value and pricing of data, platform pricing, pricing of subscriptions and monetization of the global environment.
Case studies, examples and interviews from leading organizations, including Zuora, Honeywell, Relayr, Alcatel Lucent, ABB, Thales, and General Electric, illustrate key concepts in practice. To aid student learning, chapter objectives, summaries, and key questions feature in every chapter, alongside PowerPoint slides and a test bank available online for lecturers.
Comprehensive and applied in its approach, this text provides postgraduate, MBA, and Executive Education students with an understanding of the capabilities, processes, and tools that enable executives to effectively implement digital transformations and capture value from digital innovations.
About the Author
Stephan M. Liozu is the founder of Value Innoruption Advisors, a consulting boutique specializing in value-based pricing, monetization strategies, and digital pricing. Stephan sits on the Advisory Board of LeveragePoint Innovation and the Professional Pricing Society. He is the author of multiple books about pricing, including Pricing and Human Capital (2015), and co-editor of Innovation in Pricing (2012), The ROI of Pricing (2014), and Pricing and the Sales Force (2015).
Andreas Hinterhuber is an associate professor at the Department of Management at Università Ca' Foscari Venezia, Italy, and is an equity partner at Hinterhuber & Partners, a consulting company specializing in pricing based in Innsbruck, Austria. He has published articles in leading journals including the Journal of Business Research and MIT Sloan Management Review, and has edited many books on pricing, including Innovation in Pricing (2012), The ROI of Pricing (2014), Pricing and the Sales Force (2016), and Value First then Price (2017).
In this Book
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Introduction
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The Essential Ingredient for More Effective Digital Pricing: Value
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Publish Your Prices
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Dynamic Pricing Process: How to Transition from Fixed to Dynamic Pricing?
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Realizing Your Monetization Potential Needs Customer Value Management
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Measure and Quantify the Value of Your Digital Solution
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Price Increase for Discounted Customers in SaaS: Pricing Research Description and Success Story
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SaaS Pricing: From Subscriptions to Usage-Based Pricing Models
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The Digital Pricing Framework: Best Practices in B2B Pricing and Offer Design
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Tapping into the Subscriber Psychology with Good/Better/Best: Is There an Optimal Ratio between Tiers?
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Value-Based Pricing of Smart-Product-Service Offerings in the Manufacturing Industry
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Price Sensitivity Meter and Conjoint Analysis as Tools for Setting Your Industrial Subscription Pricing
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Overcoming Real-World Challenges in B2B Digital Pricing Transformation
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Holistic Approach to Market Segmentation of Industrial Smart Services: What Is the True Value of Data?
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Three Considerations for Data Monetization and Value Creation in the Digital Age
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The Economics of AI: How to Shift Data Projects from Cost to Revenue Center
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The Pricing of Data: An Interview with Jian Pei, Simon Fraser University
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Marketplace Monetization Methods
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The Monetization of Marketplaces and Platforms in the Context of Web 3.0
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Pricing in Platforms and Marketplaces: A Primer in Understanding All the Dimensions of the Pricing Problem and Opportunity in Marketplace Platforms
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Online Pricing Experimentation
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Artificial Intelligence and Its Impact on Pricing Technology
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Why AI Transformations Should Start with Pricing
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Digitization of B2B Pricing: A Fundamental Shift Required
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Value-Based Offers Assisted by Artificial Intelligence
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Digital Transformation: How to Convert a Buzzword into Real Bottom-Line Value
