Ed Arnold will be giving a talk at the Professional Pricing Society’s Spring Conference in Chicago on “The Art of Value Storytelling”. Ed has deep experience developing value models for B2B companies and using these models to inform pricing design. The model is what lies below the water, what most customers want to hear is the value story.

Value-based pricing and the customer journey are coming together as a the new discipline of customer value management. How would you like to go about activating and embedding this capability in your organization?

At Ibbaka, we often come across organizations who struggle to support their sales team in their value-based selling endeavours. Sales teams often find it difficult to defend pricing and communicate the differentiated value of the offer.
With that in mind, we developed The Ibbaka Value Pricing Dashboard which is a software as a service (SaaS) application that connects value to price, and helps organizations quantify and demonstrate the value that they deliver to their customers.

Pricing strategy is critical to commercial excellence. Without a pricing strategy pricing drifts into throw it at the wall pricing and becomes a frozen accident. What are the key aspects of pricing strategy? This post gives you a concrete introduction. It is a great place to get started.

Why Use Value-based pricing? Pricing can be extremely complex to many as it is a nuanced art but also a strange science. There are many different pricing models and strategies to choose from. It's hard to know where to even start. If your product has differentiated offers and you want the most flexible model that can support different pricing strategies, value-based pricing is for you. Pricing models might seem complicated but here we break down the structure to show the basics of value-based pricing.