Revenue models for integrated customer solutions: Concept and organizational implementation

Integrating products and services to customized solutions can help firms to differentiate from their competitors. In practice, however, various companies fall short in extracting value from their customers. Therefore this article suggests using innovative pricing approaches for solutions, based on t...

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Bibliographic Details
Published in:Journal of revenue and pricing management 2010-05, Vol.9 (3), p.228-238
Main Authors: Bonnemeier, Sebastian, Burianek, Ferdinand, Reichwald, Ralf
Format: Article
Language:English
Subjects:
Business and Management
Business to business commerce
Cost control
Customer relations
Customer services
Fees & charges
Preventive maintenance
Pricing policies
Research Article
Revenue
Studies
Suppliers
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Summary:Integrating products and services to customized solutions can help firms to differentiate from their competitors. In practice, however, various companies fall short in extracting value from their customers. Therefore this article suggests using innovative pricing approaches for solutions, based on the value created for the customer. Applying value-based revenue models makes internal pricing decisions more complex and calls for precise courses of action. To facilitate their organizational implementation, the article adopts a process-oriented perspective and derives a generic price management process with crucial routines and activities based on 15 in-depth interviews with practitioners from various industries.
ISSN:1476-6930
1477-657X
DOI:10.1057/rpm.2010.7