Control the Value-Based Pricing Game
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It's about
you , not the suppliers -
It's
long-term strategy , not short-term tactics -
It's a
team game -
It's about
leverage
Value-Based Pricing Systems
Overcoming the Value-Based Pricing Challenge
The large IT suppliers have perfected a "value-based" pricing model to capture the maximum IT value and budget dollars as possible from each customer. A customer’s pricing depends on how much a solution is worth to that customer.
IT standards are most valuable and the suppliers work hard to secure them. Standards provide operational efficiency, but give away the customer’s strongest cards: competition and uncertainty.
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