PricingBrew

Subscriber-Only Case Study

Already a subscriber? Login

Subscribe and get immediate access to this case study, full access to our research library, and much more...

Identifying the Right Unit of Value for Pricing

A Real-World Case Study Showing How One IT Services Company Aligned Their Hourly Rates to Customer Value

Very often, companies develop their pricing structures according to industry norms and "standard" practices. And then, even when those structures no long work, they stick with them because "that's how it's always been done." In this case study, you will learn about:

  • How simple pricing structures can hurt revenues and profits when they fail to align customer value and costs.
  • How the wrong internal perceptions about the value being delivered can affect important business decisions.
  • The critical importance of identifying and utilizing the right "unit of value" for both pricing and costing purposes.
  • How one professional services company changed their pricing and quoting structure to improve their margins.

This case study is just one of hundreds of educational resources you get access to as a PricingBrew Journal subscriber.

Subscribe & Get Access

More Subscriber-Only Resources From Our Library

  • How to Retain Your Key Customers

    When you lose business from existing accounts, the sales team must acquire even more new business to compensate. In this on-demand training session, learn how pricing analysis skills are ideal to identify and minimize revenue attrition and customer defection.

    View This Webinar
  • How Customers Evaluate a Price

    Customers aren't as logical in understanding value and assessing a price as you might think. In this guide, Mark Dresdner exposes eight factors that play an important role when a potential customer evaluates your prices.

    View This Guide
  • The B2B Pricing Capability Self-Assessment

    To help identify areas for improvement and help gauge the competitiveness of your company's strategic and tactical pricing capabilities, simply answer the 52 questions in this straightforward self-assessment as truthfully and objectively as possible.

    View This Tool
  • Fixing the Causes of Rogue Salespeople

    It's all too easy to observe rampant discounting in the field and conclude that "rogue" salespeople are the source of the problem. In this expert interview, Paul Hunt exposes the real problems behind rampant discounting in the field.

    View This Interview