Stephan M. Liozu's Books

The Pricing Journey

The Organizational Transformation Toward Pricing Excellence

By: Stephan M. Liozu

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The Pricing Journey

The Organizational Transformation Toward Pricing Excellence

By: Stephan M. Liozu

Innovations in pricing can be transformative, but to reach their potential companies must devote equal attention to technical and organizational capabilities. Most firms, however, only pay attention to the technical dimensions of pricing, which severely limits the success of their initiatives. To remedy this, The Pricing Journey provides an integrated guide to the organizational, social, and behavioral aspects of pricing—drawing on principles of socio-technical change. Based on extensive qualitative and quantitative research in an array of firms around the world, Stephan M. Liozu provides a practical roadmap for management teams that aim to reach a new level of pricing power. Liozu introduces the 5 C model of transformation, which relies on change, capabilities, champions, confidence, and center-led organizational design to create effective and lasting pricing strategies. Rooting his recommendations in research and practice, Liozu proposes specific capabilities to develop on the road to pricing excellence. This book prepares pricing and marketing professionals to be true strategic partners, while contributing the study of pricing transformation.

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236

Publisher

Stanford University Press

Published Date

ISBN 10

0804794413

ISBN 13

9780804794411

Pricing and Human Capital

A Guide to Developing a Pricing Career, Managing Pricing Teams, and Developing Pricing Skills

By: Stephan M Liozu

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Pricing and Human Capital

A Guide to Developing a Pricing Career, Managing Pricing Teams, and Developing Pricing Skills

By: Stephan M Liozu

The pricing profession has come a long way: from having a pure clerical function back in the 1970s to a more strategic one today, pricing professionals are increasingly accepted as fully fledged members of marketing and finance teams. However, in many of these organizations, pricing professionals are often misunderstood and neglected from a career and talent perspective. Furthermore, the literature is still silent on how to manage and develop pricing teams. Pricing and Human Capital explores the specific nature of pricing human resources and focuses on how to manage pricing teams, pricing talent, pricing careers and how to organize the pricing function for success. It is dedicated to the pricing function and is aimed at helping pricing professionals manage their career within marketing, finance, sales or IT departments. By focusing on specific practical tips, tools and recommendations that pricing and HR teams can adopt to improve their relationships, and including extensive interviews with senior pricing executives, it is the perfect toolkit for both HR and pricing professionals. This valuable textbook with its collection of cases in pricing will also be essential for students and tutors of marketing and sales.

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238

Publisher

Routledge

Published Date

ISBN 10

1317479157

ISBN 13

9781317479154

Pricing Strategy Implementation

Translating Pricing Strategy into Results

By: Andreas Hinterhuber,Stephan M. Liozu

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Pricing Strategy Implementation

Translating Pricing Strategy into Results

By: Andreas Hinterhuber,Stephan M. Liozu

Pricing can truly transform organizations. The impact of pricing on organizations is a result of two factors: pricing strategy development and the implementation of these strategies. Implementation is arguably the most difficult part in the pricing strategy process where even seasoned practitioners demand guidance. Pricing strategy development requires creativity, analytical rigor, and an ability to master the internal political competition for scarce resources, but it takes place in a well-defined environment. Fast forward to strategy implementation: competitors that stubbornly fail to behave according to assumptions, new entrants, internal resistance, new opportunities, changing customer preferences, leadership changes, regulatory interventions, or market growth rates that change unexpectedly are some of the intervening variables between the pricing strategy originally developed and the strategy actually implemented. This book provides the theories and best practices that enable the effective implementation of pricing strategies. It offers: a best practice overview on how to convert a pricing strategy into superior results insights from current academic research on driving profits via pricing strategy implementation examples on how to deal with digital transformation in the context of pricing tools and insights into how to overcome internal resistance, align the organization, and forge win-win relationships with customers Taking a new approach, Pricing Strategy Implementation is a critical and practical tool for practicing executives and managers, as well as academics and researchers in pricing, marketing strategy, and strategic management.

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153

Publisher

Routledge

Published Date

ISBN 10

042982291X

ISBN 13

9780429822919

The Pricing Journey

The Organizational Transformation Toward Pricing Excellence

By: Stephan M. Liozu

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The Pricing Journey

The Organizational Transformation Toward Pricing Excellence

By: Stephan M. Liozu

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236

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Stanford University Press

Published Date

ISBN 10

0804794413

ISBN 13

9780804794411

Value Mindset

Accelerate Your Value Transformation by Changing Your Mindset

By: Stephan Liozu

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Value Mindset

Accelerate Your Value Transformation by Changing Your Mindset

By: Stephan Liozu

The most important factor in a successful customer value transformation is mindset. It's more important than any tool, any process, any training session, or any single financial incentive. But you can't will a positive mindset into existence. No one can snap their fingers or hypnotize a team into believing in the mission, believing in the transformation, or ultimately believing in their team and in themselves.

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206

Published Date

ISBN 10

1945815027

ISBN 13

9781945815027

Monetizing Data

A Practical Roadmap for Framing, Pricing & Selling Your B2B Digital Offers

By: Stephan Liozu,Wolfgang Ulaga

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Monetizing Data

A Practical Roadmap for Framing, Pricing & Selling Your B2B Digital Offers

By: Stephan Liozu,Wolfgang Ulaga

The Digital revolution promises trillions of dollars in created value by 2030. Consultants and researchers are projecting massive and disruptive disruption in entire industrial sectors. As a results, PwC reports in their DigitalIQ report that 73% of executives say that they are investing in internet of things (IoT) and 54% in artificial intelligence. So we are experiencing a deluge of digital investments, programs, and large-scale transformations. Despite this tsunami of activities, many IoT Initiatives stall in the Proof of Concept phase and few are already considered a success. Recently, Siemens revealed that less than a fifth (18%) of surveyed companies analyze more than 60% of production data they collect. In a similar vein, Simon-Kucher & Partners (SKP) reports that 3 out of 4 firms that invested in digitalization in the past 3 years fail in their efforts due to the lack of monetization strategies, the focus on the wrong priorities, the lack of customer intimacy, and the neglect of digital pricing best practices. In fact, only 18% of these firms are true digital heroes. Despite the high level of interest and investments, the reality is that most companies are just getting started. The digital champions are not yet reaping the fruit of their investments. Most companies tend to struggle with the process of designing digital business models, with the development of truly differentiated offers, and with the monetization and pricing of their data-based offers. This book focuses on the topics of data monetization and of the value-based pricing of data-driven offers. The authors introduces a newly-developed practical data monetization roadmap that can be used by digital project teams, incubators, and digital factories to better frame their offers and to apply the principles of value-based pricing. They present options in digital pricing models and practical guidelines on how to deploy them. Readers will learn: The various monetization and value creation models for data-enabled offers The 8 steps of the data monetization framework The best practices in designing differentiated data-enabled offers The value-based pricing of data and options in digital pricing models Business model implications of switching from ownership to consumption model

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Page Count

259

Publisher

Ulaga & Associés

Published Date

ISBN 10

1945815051

ISBN 13

9781945815058

Pricing and Human Capital

A Guide to Developing a Pricing Career, Managing Pricing Teams, and Developing Pricing Skills

By: Stephan M Liozu

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Pricing and Human Capital

A Guide to Developing a Pricing Career, Managing Pricing Teams, and Developing Pricing Skills

By: Stephan M Liozu

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238

Publisher

Routledge

Published Date

ISBN 10

1317479157

ISBN 13

9781317479154

Dollarizing Differentiation Value

A Practical Guide for the Quantification and the Capture of Customer Value

By: Stephan M. Liozu

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Dollarizing Differentiation Value

A Practical Guide for the Quantification and the Capture of Customer Value

By: Stephan M. Liozu

Now is the time to answer that "value" question so well and so completely that your organization thrives. The biggest winners in the 21st century will have value-based strategies, value-based innovation, value-based marketing, and value-based pricing. Pay attention to value. Turn a daunting question of survival into a sustainable answer of success.

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Page Count

256

Published Date

ISBN 10

1945815000

ISBN 13

9781945815003

Monetizing Data

A Practical Roadmap for Framing, Pricing & Selling Your B2B Digital Offers

By: Stephan M. Liozu,Wolfgang Ulaga

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Monetizing Data

A Practical Roadmap for Framing, Pricing & Selling Your B2B Digital Offers

By: Stephan M. Liozu,Wolfgang Ulaga

The Digital revolution promises trillions of dollars in created value by 2030. Consultants and researchers are projecting massive and disruptive disruption in entire industrial sectors. As a results, PwC reports in their DigitalIQ report that 73% of executives say that they are investing in internet of things (IoT) and 54% in artificial intelligence. ABB predicts that 33 billion things or objects will be connected to the internet by 2020. So we are experiencing a deluge of digital investments, programs, and large-scale transformations. Yet, and despite this tsunami of activities, in 2017, Cisco reported that 60% of IoT Initiatives stall in the Proof of Concept phase and that only 26% of companies have had an IoT initiative that they consider a success. In 2017, Siemens also revealed that less than a fifth (18%) of surveyed companies analyze more than 60% of production data they collect. Finally, Simon-Kucher & Partners (SKP) reports that 3 out of 4 firms that invested in digitalization in the past 3 years fail in their efforts due to the lack of monetization strategies, the focus on the wrong priorities, the lack of customer intimacy, and the neglect of digital pricing best practices. In fact, only 18% of these firms are true digital heroes. Despite the high level of interest and investments, the reality is that most companies are just getting started. The digital champions are not yet reaping the fruit of their investments. Most companies tend to struggle with the process of designing digital business models, with the development of truly differentiated offers, and with the monetization and pricing of their data-based offers. This book focuses on the topics of data monetization and of the value-based pricing of data-driven offers. The authors introduces a newly-developed practical data monetization roadmap that can be used by digital project teams, incubators, and digital factories to better frame their offers and to apply the principles of value-based pricing. They present options in digital pricing models and practical guidelines on how to deploy them. Readers will learn: The various monetization and value creation models for data-enabled offers The 8 steps of the data monetization framework The best practices in designing differentiated data-enabled offers The value-based pricing of data and options in digital pricing models Business model implications of switching from ownership to consumption model

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Page Count

294

Published Date

ISBN 10

1945815043

ISBN 13

9781945815041

Monetizing Data

A Practical Roadmap for Framing, Pricing & Selling Your B2B Digital Offers

By: Stephan Liozu,Wolfgang Ulaga

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Monetizing Data

A Practical Roadmap for Framing, Pricing & Selling Your B2B Digital Offers

By: Stephan Liozu,Wolfgang Ulaga

Average ratings

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Write a review

Solve jigsaw puzzle

Age

Page Count

259

Publisher

Ulaga & Associés

Published Date

ISBN 10

1945815051

ISBN 13

9781945815058

Book's by Stephan M. Liozu

The Pricing Journey

The Pricing Journey

Pricing and Human Capital

Pricing and Human Capital

Pricing Strategy Implementation

Pricing Strategy Implementation

The Pricing Journey

The Pricing Journey

Value Mindset

Value Mindset

Monetizing Data

Monetizing Data

Pricing and Human Capital

Pricing and Human Capital

Dollarizing Differentiation Value

Dollarizing Differentiation Value

Monetizing Data

Monetizing Data

Monetizing Data

Monetizing Data

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