LEARNING JOURNEY

Deep dive into the process, the technique, and the use of Economic Value Modeling as an important instrument to understand, communicate, and sell your differentiated value.

1. Economic Value Estimation: The Different Steps

• Determine the Initial Price Band
• Refine based on Market Context and Profitability Analysis
• Validate and finalize Target Price by Segment

2. Feature-Benefit-Value Mapping

• Link features to Value Drivers
• How to create unique benefits with Digital Data
• Develop a preliminary Value Quantification
• Test and validate the Model

3. Exercise on Economic Value Estimation

• Apply the SPIN interview technique — Situation, Problem, Implication and Need — to uncover customer needs and prepare a benefit-value quantification
• Work through a practical B2B use case
• Apply the process and techniques to updated real-life examples

4. Economic Value Estimation as Input for Pricing

• Translate value into pricing
• Explore new earning logics in a digital context
• Exercise on price positioning
• Service pricing
• Digitally Enabled Solutions pricing
• Prepare differentiated offer configurations to meet the needs of different customer segments

5. Economic Value Estimation as Input for Value Selling: How to Equip Your Commercial Teams

• Value communication and psychology
• Examples of economic benefits perceived by professional buyers and their willingness to pay
• The behaviour of professional buyers from a neuroscience perspective through a B2B case study
• Exercise on value communication

6. Price Policies and Governance

• Explore how pricing policies and governance can support consistent execution and help organizations capture differentiated value.
  
  
• Collaborative Participant Use Case
  • During the training, the group will work together on the quantification of a real use case brought forward by one of the participants.

If you need more information, reach out to us at academy@pricingplatform.com.