Chapter 6 Price Increase for Discounted Customers in SaaSPricing Research Description and Success Story
Maciej Wilczyński
Understanding value creation versus price realization
There are hundreds of concepts and definitions in price management, to name a few: pocket and contribution margins, discounting policies, price signaling, monetization, dollarization, top-line growth, behavioral nudges, anchoring, BATNA, and so forth. However, of all these things, what matters is how you create value and how you get paid for it.
In Hermann Simon’s words: ‘Price is what you pay. Value is what you get.’ Understanding what your product/service does for the customer, how it benefits the overall client needs and goals, and how ...
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