Successful Metrics for Applying a Value-based Pricing Strategy for High Tech and Distribution Companies
CMO Council
February 2004

Abstract:
Marketing and sales executives in the high tech and distribution markets know that pricing is a powerful lever for boosting profitability, but often they are faced with pricing strategies and tactics that fail to capture a fair share of the value that their companies deliver to the market place. When it comes to value based pricing, everyone from sales, marketing, operations and senior management needs to be involved. Each player has a different accountability for particular activities.

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