ABSTRACT
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.
TABLE OF CONTENTS
part Section 1|52 pages
Digital Pricing
part Section 2|88 pages
Software and Subscription-Based Pricing
chapter Chapter 6|8 pages
Price Increase for Discounted Customers in SaaS
chapter Chapter 8|14 pages
The Digital Pricing Framework
chapter Chapter 9|22 pages
Tapping into the Subscriber Psychology with Good/Better/Best
chapter Chapter 10|16 pages
Value-Based Pricing of Smart-Product-Service Offerings in the Manufacturing Industry
chapter Chapter 11|14 pages
Price Sensitivity Meter and Conjoint Analysis as Tools for Setting Your Industrial Subscription Pricing
part Section 3|54 pages
The Value and Pricing of Data
chapter Chapter 13|14 pages
Holistic Approach to Market Segmentation of Industrial Smart Services
chapter Chapter 14|14 pages
Three Considerations for Data Monetization and Value Creation in the Digital Age
chapter Chapter 15|8 pages
The Economics of AI
part Section 4|46 pages
The Pricing of Platforms and Marketplaces
chapter Chapter 19|12 pages
Pricing in Platforms and Marketplaces
part Section 5|56 pages
Pricing and Artificial Intelligence