Digital Pricing Strategy: Capturing Value from Digital Innovations 1st Edition By Stephan Liozu, Andreas Hinterhuber
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- 340
- File size
- 12.95 MB
- Format
- Digital PDF
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- Business
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- eBook[PDF]
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About this ebook
The 1st edition of Digital Pricing Strategy: Capturing Value from Digital Innovations (2023) by Stephan M. Liozu and Andreas Hinterhuber is a comprehensive, 340-page textbook designed to help executives, MBA students, and professionals design, analyze, and execute digital monetization frameworks. [1, 2]
The book is structured into dedicated operational sections that address the following core topics and chapters:
➡️ Core Topics Covered
- The Foundations of Digital Pricing: Unpacking why traditional cost-plus pricing models fail in digital ecosystems and emphasizing the baseline shift toward customer value management and quantifying digital value propositions. [1]
- Subscription & Software-as-a-Service (SaaS) Pricing: Strategies for moving from flat-rate subscriptions to usage-based pricing models, utilizing "Good/Better/Best" packaging, and understanding subscriber psychology. [1, 2]
- Data & Analytics Monetization: Methodologies to evaluate, bundle, and price data assets, analytics, and business intelligence in the modern global environment. [1]
- Platform & Marketplace Pricing: Navigating two-sided or multi-sided network monetization, determining take-rates, managing customer acquisition costs (CAC), and calculating customer lifetime value (LTV) across platform channels. [1]
- Dynamic & Market-Based Pricing Processes: Managing the transition from legacy fixed pricing to real-time, algorithmic, and machine-learning-driven dynamic pricing models. []
- Digital Transformation of B2B Commercial Execution: Overcoming the complexity of B2B buying by utilizing modern CPQ (Configure, Price, Quote) engines, establishing channel consistency, and positioning pricing as a strategic leadership function. [1, 2]
🗒 Detailed Chapter & Section Breakdown
Introduction
- Setting the landscape for digital innovations and value capture. []
Section 1: Digital Pricing Foundations
- Chapter 1: The Essential Ingredient for More Effective Digital Pricing: Value (by John Porter) – Explores why understanding quantitative and qualitative customer value is necessary over cost-plus frameworks. [, 2]
- Chapter 2: Publish Your Prices (by Kyle T. Westra) – Covers transparency, digital presentation, and transparency strategies in online offerings. []
- Chapter 3: Dynamic Pricing Process: How to Transition from Fixed to Dynamic Pricing? (by Arnd Vomberg) – Provides a step-by-step organizational roadmap for deploying responsive pricing algorithms. []
- Chapter 4: Realizing Your Monetization Potential Needs Customer Value Management – Focuses on tracking customer-specific outcomes to successfully close the pricing loop. []
SaaS, Data, Platforms, and Execution (Subsequent Chapters)
- SaaS Pricing: From Subscriptions to Usage-Based Pricing Models.
- Tapping into the Subscriber Psychology with Good/Better/Best Packaging.
- Pricing in Platforms and Marketplaces.
- Digitization of B2B Pricing & CPQ Digital Transformations. [1, 2, 3, 4, 5]
💡 Real-World Case Studies & Resources
To bridge academic theory with corporate execution, the book analyzes practices, executive interviews, and case studies from market-leading digital enterprises: [1]
- Zuora & Honeywell
- General Electric & ABB
- Relayr, Alcatel Lucent, & Thales [1]
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