 
We are frequently asked questions about value-based pricing and how
to apply its principles. Some of our most common question include:
- Isn't a customer's willingness-to-pay a good proxy for the value they receive?
- We drive a lot of pricing decisions based on our market share objectives…Is this appropriate?
- Is it okay to use price to help drive sales volume or prevent sales losses?
- How should we respond when a current customer decides to move its purchasing of our product to a "reverse auction"?
- How can we deal with a company that allows users of our product to select us based on the value we bring to them, but then expects us to negotiate a price with a purchasing department that treats us like we are supplying a commodity?
- What can we do to reverse the price erosion that we have experienced in our industry?
If there is a question you would like to see addressed, send it along to us at SPG_Insights@monitor.com.
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