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Mastering Value-Based Pricing

Introduction
Course trailer
Preview
Introduction to the course
Preview
Course contents
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About me
Preview
Cost-based pricing
Why do we need to learn about Pricing?
What is Cost-Based Pricing?
Example of Cost-Based Pricing
Errata: One omission in the calculation of implementation cost
Case Study: Reliance Telecom Ltd Story
Introduction to Reliance Telecom Ltd
Introduction to the GPRS Billing Project
Add-on: Understanding GPRS
Price set by Siemens
The Negotiation
The Initial Delivery
Add-on: Impact of adding/changing rating system
The Impact of our strategy
Value of the GPRS Billing System to RTL
Value-Based Pricing
What is meant by Value-based pricing?
What are the Pillars of Value-based pricing?
Errata: Special Case in Price Economics
A major challenge is to find something which will be of real value to customers
Add-on: Understanding Least Cost Routing
Customer Insights
Preview
Pricing Economics
Pricing Management
Pricing Psychology
Errata: Herzberg stated as Heizenberg
Add-On: eTOM
A few Techniques for Selling
Create separate product versions for Value-takers and Price-takers
Always start selling from the highest option
Never give a Discount for Free
Always gather a fair idea of what the Product or Service means for the Customer
Preview
Always create a higher product option for the product option you want to sell
Closing Note
Course Summary
Next Steps
Thank You

Add-on: Understanding GPRS

Mastering Value-Based Pricing Case Study: Reliance Telecom Ltd Story
By: Partha Majumdar
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