Creating value that counts - how to boost margins in a customer centric world
In this year's edition we will focus on a few key aspects of pricing:
Knowing your customer: in order to create a value proposition you have to know your customer. This boils down to having the right insights and data at the right time so your value can be delivered correctly
Find new forms of revenue streams: many customers today are unwilling to pay unless they see results, therein lies the value for them, this puts pressure on the industry to seek new models for contracting such as Performance based and Outcome based. How should KPIs be structured to support these new contracts?
Excel commercially by breaking the siloses: many still fight with the lack of cross departmental collaboration that is required for true commercial excellence and that the pricing function should be regarded as a proactive steering function with true effect on the organization's bottom line. How can we break the siloses and create an organization wide strategy? How do you work long term with rebates, discounts, incentive programs for customers?