Whatever your business objectives – reducing discounting, improving price governance, transitioning to SaaS, or pricing for new offerings – Value and Pricing Partners can develop your group’s value and pricing capabilities. VPP Consultants are expert at designing and implementing learning programs from concentrated 2-day workouts to 6 month action learning initiatives. Among others, our consultants have developed programs for GE, PPG, VHA, DuPont, Salesforce.com, Informatica, First Data Corporation and Kodak Alaris, and worked on 5 continents.
The learning process is built around VPP’s exclusive Profitable Technology Services Pricing™ System (PTSP) – the only pricing system designed specifically to incorporate services into high tech pricing strategy.
- Our book of the same name has been endorsed by 20 business and academic leaders, and will be assigned reading
- For over a decade the proportion of tech company revenues attributed to services has grown. Our system is fresh thinking about how to design and implement a “whole offering” pricing strategy.
In most cases, we will recommend one of three options: Workout, Virtual Reality Learning, or an Action Learning Experience, depending on your business objectives. In our experience these formats deliver solid business ROI from your Management Development investment. Following are three short descriptions.
Strategic Pricing Workout
Based on GE’s proven Workout process, the Strategic Pricing Workout is the right choice for businesses that have an urgent pricing problem that must be fixed immediately. The business brings together its best people with its best information available and, in 2-3 days, drives to a decision. Executives are engaged from the outset because they will be called on to take immediate action as a result of the work. This is a great tool for quickly getting a diverse team on the same page for an important business decision.
Virtual Reality Learning
Virtual Reality Learning uses state of the art business simulation to open participants’ minds to new ideas. The great value of VRL is that it engages people both emotionally and intellectually, kickstarting cultural change. Typically, participating managers are grouped into teams that compete for bragging rights. Teams are given a business to manage in a virtual reality environment. These teams compete over several years of simulated time, where decisions have real, but not costly, business consequences. Example applications include transitioning a service organization from an operational orientation to a marketing orientation, or exploring the consequences of transition from legacy software to SaaS.
Action Learning Experience
Most companies choose an action learning experience to simultaneously solve a business problem and develop the pricing capabilities of their people. This might be bringing a new offering to market or re-designing and pricing the services portfolio. In these cases, we bring best-in-class processes and tools to the table and act as coaches leading a management team. The team gathers information, applies our frameworks and tools, and works toward a business decision. If the issue is Price Management and Execution, an action learning experience typically runs 2-4 months. In the case of Pricing Strategy, an initiative will run 3-6 months. Timing is largely driven by information gathering. An important part of the initiative is making well-informed decisions. The following diagram illustrates a 9 month initiative, including both programs.