Solutions Pricing Workshop (PowerPoint PPT)

While many organizations have "taken the plunge" into the solutions game (or so they think), they often times are providing an offering to the market / playing a supplier role that is not really a solution.
This presentation is a workshop material used by a leading strategy firm on how to win a solutions pricing game. It discusses a framework used to price solution, the key success factors and case examples.
The deck has 34 slides.

See also "Pricing Strategy Workshop"
See also "Spare Parts Pricing Strategy"
See also "Pricing Strategy Implementation Toolkit"

This workshop dives deep into the transformation of core offerings into comprehensive product/service solutions. It provides a detailed analysis of how suppliers can bundle components to meet specific customer needs, ensuring a higher depth of integration and packaging. The material also explores the multiple roles a single supplier can play, highlighting the complexity and customization required for different customer segments.

The workshop includes exemplary case studies from leading companies like IBM and Nortel Networks, showcasing their distinctive solution offerings and the significant financial impacts achieved. It emphasizes the importance of organizational alignment, strategic partnerships, and a robust marketing approach to ensure a viable solutions business model. The steps to achieving solutions pricing excellence are clearly laid out, focusing on calculating maximum price ranges, communicating solution value, and capturing value through effective negotiation and post-sale management.

Real-world examples illustrate the tangible benefits of improved technology and higher yield from existing resources. The document also warns of the potential pitfalls of not providing integrated solutions, using industry-specific scenarios to underscore the lost opportunities. This comprehensive guide is essential for any organization looking to refine its solutions pricing strategy and drive substantial business growth.