The Price Is Right: Optimizing Industrial Companies’ Pricing of Services

Too often, industrial companies are leaving cash on the table – and missing opportunities to cement customer loyalty and boost repeat sales of their equipment – because they base decisions about bundling and pricing their services on anecdotal information. We offer a systematic approach to examining markets, leading to a much more informed perspective on the opportunities and risks in bundling and pricing services.

Winning by Understanding the Full Customer Experience

Too often, industrial companies measure only the core product-related elements of their customers’ experience rather than the full range of interactions. So they lose customers without understanding why and also miss out on powerful opportunities to create value and cement customers’ loyalty. This article outlines a disciplined, impartial approach that can transform a company’s understanding of its customers’ experience from a set of general, possibly … [ Read more ]