Provides postgraduate students, sales and marketing managers with theories and best practices to quantify the value of their products; Road-tests quantitative methodology through a wide variety of real-life industrial cases, showing how it can be used in a variety of situations. Case studies included in the first edition were recognised as Winner of the Overall Case Award 2014 and The Case Centre best-selling case 2013 - 2017; Fully updated new edition, including three new chapters, new case studies and online resources; Edited by two professionals at the forefront of cutting-edge practice and with academic rigor

Pricing and the Sales Force is the first book to link pricing strategy and the sales force together. Pricing strategy is now well established as an important means of driving profits for many organizations. Countless companies are now mastering price-setting. But what about "price-getting" - converting those list prices into the realized sales, and as a result, greater profitability? This is the domain of the sales force. A selection of the world's leading specialists explore different aspects of sales force and pricing strategy integration: introduction: overview on the state of the art; building key capabilities: best practices for building sales force capabilities in pricing and value quantification; engaging the sales force: driving organizational change processes with the sales force; designing effective selling processes: designing and implementing processes that enable superior performance, and; aligning sales force incentives and building the infrastructure: insights into how to align sales force incentive schemes; tools and instruments to enable the sales force to perform. The third in Hinterhuber and Liozu's successful pricing series, this book is essential reading for pricing strategy and sales scholars and practitioners.

Digital Pricing Strategy provides a best practice overview of how companies design, analyse 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.

Digital Pricing Strategy provides a best practice overview of how companies design, analyse 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.

Pricing has a substantial and immediate impact on profitability. Most companies, however, still use costs or competition as their main basis for setting prices. Product or business model innovation has a high priority for many companies, yet innovation in pricing received scant attention until the first edition of this groundbreaking book. This new edition of Innovation in Pricing builds on the success of the first, examining the ways in which pricing innovation can drive profits through cutting-edge academic research and best practice case studies from leading academics, business practitioners and consultants in pricing. The second edition has been fully revised and updated according to the latest developments in pricing, with: revisions to all chapters new chapters, including a chapter on business model and pricing model innovation a new introduction that makes explicit just what strategic pricing can do for your organization. This book is the only book dedicated to innovation in pricing and is an essential read for business executives, innovation managers and pricing managers wishing to treat innovation in pricing as seriously as they treat product, service or business model innovation. It is also valuable supplementary reading for advanced students of marketing and sales.

Pricing and the Sales Force is the first book to link pricing strategy and the sales force together. Pricing strategy is now well established as an important means of driving profits for many organizations. Countless companies are now mastering price-setting. But what about "price-getting" - converting those list prices into the realized sales, and as a result, greater profitability? This is the domain of the sales force. A selection of the world's leading specialists explore different aspects of sales force and pricing strategy integration: introduction: overview on the state of the art; building key capabilities: best practices for building sales force capabilities in pricing and value quantification; engaging the sales force: driving organizational change processes with the sales force; designing effective selling processes: designing and implementing processes that enable superior performance, and; aligning sales force incentives and building the infrastructure: insights into how to align sales force incentive schemes; tools and instruments to enable the sales force to perform. The third in Hinterhuber and Liozu's successful pricing series, this book is essential reading for pricing strategy and sales scholars and practitioners.

As with executives and managers in so many other business functions, pricing specialists are being challenged more and more to substantiate the added value of their activities. Pricing is a core function of every business, and needs not only to contribute positively to short- and long-term results, but also to document its impact to the bottom line. A fundamental part of this is the pricing ROI calculations. This book, edited by globally renowned thought leaders Andreas Hinterhuber and Stephan Liozu, is the first to outline contemporary theories and best practices of documenting pricing ROI. It provides proven methods, practices and theories on how to calculate the impact of pricing activities on performance. Marketing ROI is now a common concept: this collection proves to do the same for pricing. Hinterhuber & Liozu introduce the concept of pricing ROI, documenting and quantifying the return on pricing activities and on the pricing function itself is of increasing relevance today and in the future - in times of budget constraints. 20 world class specialists explore the concept of pricing ROI under both a theoretical perspective and a managerial perspective to shed much-needed light on how to measure and increase pricing ROI. This groundbreaking book will enlighten students and specialists of marketing and sales, pricing managers and executives alike.

As with executives and managers in so many other business functions, pricing specialists are being challenged more and more to substantiate the added value of their activities. Pricing is a core function of every business, and needs not only to contribute positively to short- and long-term results, but also to document its impact to the bottom line. A fundamental part of this is the pricing ROI calculations. This book, edited by globally renowned thought leaders Andreas Hinterhuber and Stephan Liozu, is the first to outline contemporary theories and best practices of documenting pricing ROI. It provides proven methods, practices and theories on how to calculate the impact of pricing activities on performance. Marketing ROI is now a common concept: this collection proves to do the same for pricing. Hinterhuber & Liozu introduce the concept of pricing ROI, documenting and quantifying the return on pricing activities and on the pricing function itself is of increasing relevance today and in the future - in times of budget constraints. 20 world class specialists explore the concept of pricing ROI under both a theoretical perspective and a managerial perspective to shed much-needed light on how to measure and increase pricing ROI. This groundbreaking book will enlighten students and specialists of marketing and sales, pricing managers and executives alike.

Provides postgraduate students, sales and marketing managers with theories and best practices to quantify the value of their products; Road-tests quantitative methodology through a wide variety of real-life industrial cases, showing how it can be used in a variety of situations. Case studies included in the first edition were recognised as Winner of the Overall Case Award 2014 and The Case Centre best-selling case 2013 - 2017; Fully updated new edition, including three new chapters, new case studies and online resources; Edited by two professionals at the forefront of cutting-edge practice and with academic rigor

Pricing has a substantial and immediate impact on profitability. Most companies, however, still use costs or competition as their main basis for setting prices. Product or business model innovation has a high priority for many companies, yet innovation in pricing received scant attention until the first edition of this groundbreaking book. This new edition of Innovation in Pricing builds on the success of the first, examining the ways in which pricing innovation can drive profits through cutting-edge academic research and best practice case studies from leading academics, business practitioners and consultants in pricing. The second edition has been fully revised and updated according to the latest developments in pricing, with: revisions to all chapters new chapters, including a chapter on business model and pricing model innovation a new introduction that makes explicit just what strategic pricing can do for your organization. This book is the only book dedicated to innovation in pricing and is an essential read for business executives, innovation managers and pricing managers wishing to treat innovation in pricing as seriously as they treat product, service or business model innovation. It is also valuable supplementary reading for advanced students of marketing and sales.

Pricing can truly transform organizations. The impact of pricing on organizations is a result of two factors: pricing strategy development and the implementation of these strategies. Implementation is arguably the most difficult part in the pricing strategy process where even seasoned practitioners demand guidance. Pricing strategy development requires creativity, analytical rigor, and an ability to master the internal political competition for scarce resources, but it takes place in a well-defined environment. Fast forward to strategy implementation: competitors that stubbornly fail to behave according to assumptions, new entrants, internal resistance, new opportunities, changing customer preferences, leadership changes, regulatory interventions, or market growth rates that change unexpectedly are some of the intervening variables between the pricing strategy originally developed and the strategy actually implemented. This book provides the theories and best practices that enable the effective implementation of pricing strategies. It offers: a best practice overview on how to convert a pricing strategy into superior results insights from current academic research on driving profits via pricing strategy implementation examples on how to deal with digital transformation in the context of pricing tools and insights into how to overcome internal resistance, align the organization, and forge win-win relationships with customers Taking a new approach, Pricing Strategy Implementation is a critical and practical tool for practicing executives and managers, as well as academics and researchers in pricing, marketing strategy, and strategic management.

Pricing can truly transform organizations. The impact of pricing on organizations is a result of two factors: pricing strategy development and the implementation of these strategies. Implementation is arguably the most difficult part in the pricing strategy process where even seasoned practitioners demand guidance. Pricing strategy development requires creativity, analytical rigor, and an ability to master the internal political competition for scarce resources, but it takes place in a well-defined environment. Fast forward to strategy implementation: competitors that stubbornly fail to behave according to assumptions, new entrants, internal resistance, new opportunities, changing customer preferences, leadership changes, regulatory interventions, or market growth rates that change unexpectedly are some of the intervening variables between the pricing strategy originally developed and the strategy actually implemented. This book provides the theories and best practices that enable the effective implementation of pricing strategies. It offers: a best practice overview on how to convert a pricing strategy into superior results insights from current academic research on driving profits via pricing strategy implementation examples on how to deal with digital transformation in the context of pricing tools and insights into how to overcome internal resistance, align the organization, and forge win-win relationships with customers Taking a new approach, Pricing Strategy Implementation is a critical and practical tool for practicing executives and managers, as well as academics and researchers in pricing, marketing strategy, and strategic management.

This book provides practising executives and academics with the theories and best practices to plan and implement the digital transformation successfully. Key benefits:

an overview on how leading companies plan and implement digital transformation

interviews with chief executive officers and chief digital officers of leading companies – Bulgari, Deutsche Bahn, Henkel, Lanxess, L’Oréal, Unilever, Thales and others – explore lessons learnt and roadmaps to successful implementation

research and case studies on the digitalization of small and medium-sized companies

cutting-edge academic research on business models, organizational capabilities and performance implications of the digital transformation

tools and insights into how to overcome internal resistance, build digital capabilities, align the organization, develop the ecosystem and create customer value to implement digital strategies that increase profits

Managing Digital Transformation is unique in its approach, combining rigorous academic theory with practical insights and contributions from companies that are, according to leading academic thinkers, at the forefront of global best practice in the digital transformation. It is a recommended reading both for practitioners looking to implement digital strategies within their own organisations, as well as for academics and postgraduate students studying digital transformation, strategy and marketing.

Table of Contents

Part 1: INTRODUCTION 1.Digital Transformation - An Overview Part 2: DIGITAL TRANSFORMATION AND ORGANIZATIONAL CAPABILITIES 2.Understanding Digital Transformation: A Review and A Research Agenda 3.The Three Pillars of the Digital Transformation: Improving the Core, Building New Business Models, and Developing Digital Capabilities 4.Big Data and Analytics: Opportunities and Challenges for Firm Performance 5.Technology is Just an Enabler of Digital Transformation: An Interview with Gianfranco Chimirri, HR communication director of Unilever Italy Part 3: THE DIGITAL TRANSFORMATION AND BUSINESS MODEL INNOVATION 6.Digital Transformation and Business Models 7.From Disruptively Digital to Proudly Analog: A Holistic Typology of Digital Transformation Strategies 8.Digital Transformation, the Holy Grail and the Disruption of Business Models: Interview with Michael Nilles, Chief Digital and Information Officer, Henkel 9.How Artificial Intelligence and the Digital Transformation Change Business and Society: An Interview with Venture Capitalist Vinod Khosla 10.The Digital Company Culture: Interview with Luca Ferrari, CEO, Bending Spoons 11.Consulting for Digital Transformation: Interview with Giuseppe Folonari, European Head of Business Strategy, AKQA 12.L’Oréal Digital Consumer Operating System 13.Internal Start-ups as a Driving Force in the Digitalization of Traditional Businesses: Interview with Jörg Hellwig, Chief Digital Officer, Lanxess Part 4: DIGITAL TRANSFORMATION AND CUSTOMER VALUE CREATION 14.Digital Transformation and Consumer Behaviour: How the Analysis of Consumer Data Reshapes the Marketing Approach 15.Digital Transformation and the Salesforce: Personal Observations, Warnings, and Recommendations 16.Digital Transformation and The Role of Customer-Centric Innovation: Interview with the Chief Value Officer, Thales 17.Digital Transformation in Luxury Industry: Interview with Jean-Christophe Babin, CEO Bulgari 18.The Importance of Data in Transforming a Traditional Company to a Digital Thinking Company: Interview with Fabrizio Viacava, chief digital officer of Etro Part 5: THE DIGITAL TRANSFORMATION IN SMEs: CHALLENGES AND BEST PRACTICES 19.Digital Transformation of Manufacturing Firms: Opportunities and Challenges for SMEs 20.Digital Transformation and Financial Performance: Do Digital Specialists Unlock the Profit Potential of New Digital Business Models for SMEs? 21.Supporting Pervasive Digitization in Italian SMEs Through an Open Innovation Process CONCLUSION 22.Our Roadmap to Digital Transformation

Andreas Hinterhuber stellt ein konzeptionelles Rahmenmodell vor, das es ermoglicht, strategische Erfolgsfaktoren zu bestimmen und in die Ermittlung des Unternehmenswertes einfliessen zu lassen."