Game Changer - Izaret, Jean-Manuel
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More and more leaders in the last few years have challenged their own pricing models, invested in price optimization, and confronted disruptive event after disruptive event, from the pandemic to inflation to supply chain constraints. But without an overarching pricing strategy ? and the structured framework to derive and support it ? these leaders have often overlooked opportunities to shape their markets to their advantage. The book is aimed at senior executives and business leaders who understand that pricing is a powerful lever, yet feel it is hard to act on. It offers the pricing…mehr

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Produktbeschreibung
More and more leaders in the last few years have challenged their own pricing models, invested in price optimization, and confronted disruptive event after disruptive event, from the pandemic to inflation to supply chain constraints. But without an overarching pricing strategy ? and the structured framework to derive and support it ? these leaders have often overlooked opportunities to shape their markets to their advantage. The book is aimed at senior executives and business leaders who understand that pricing is a powerful lever, yet feel it is hard to act on. It offers the pricing strategies and tactics most leaders lack, with a logical, practical framework called The Pricing Triangle that will enable them to provide strategic pricing guidance to their functional teams with greater confidence, speed, and efficiency. The Triangle draws its shape from the need for companies to coordinate pricing decisions across three sets of three drivers: ? Inputs: Costs, competitors? prices, and most importantly, the value the company creates for customers ? Customer Behavior: Elasticity, price discrimination, and game theory ? Market forces: Commoditization, innovation, and market consolidation. The Strategic Pricing Triangle elevates the development of pricing strategy to the same level as other key strategies within the company.
Autorenporträt
Jean-Manuel Izaret (JMI) is the global leader of the Marketing, Sales and Pricing practice at Boston Consulting Group (BCG). Before that, he led the pricing practice for more than 12 years and grew the business more than ten-fold. JMI has supported many Fortune 500 companies in developing and implementing their pricing strategies. He has focused in particular on pricing model changes that entail complex transformations of organizations and often involve significant business model changes. He has published numerous articles on pricing and delivered a TED Talk on ?A new Netflix-style pricing model that could make medicine more affordable.? JMI received an engineering degree and his PhD from Ecole Centrale of Paris, and a Master?s in Economics from Institut d?Etudes Politiques of Paris.