Putting a Price on Solution
- Topics:
- Price Optimization
- Tags:
- Channel Management,
- Marketing,
- Supplier
- Source:
- McKinsey & Company
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Overview: Setting the right price for a solution is really crucial: too high, and customers will meet their own needs; too low, and suppliers will not get paid for the value they are delivering and the effort that went into it. How can suppliers figure out the right premium and the pricing model that will suit their customers? A true solution is defined by and designed around a customer’s need, not around an attempt to find a new use for a supplier’s current products. And only as the relationship between supplier and customer becomes more collaborative in defining the customer’s need designing the product and service components and integrating the whole into a distinctive offering that is better than any alternative can a supplier be said to offer a true solution.
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Format: HTML | Date: Jan 2001 | Pages: 2
