This PPT slide, part of the 35-slide Solutions Pricing Workshop PowerPoint presentation, presents a framework for understanding how net pricing strategies vary based on different roles within an organization. It categorizes pricing drivers into 4 distinct areas: Intellectual Property-Based Pull, Operational Solution Premium, Discrete Value, and Volume/Margin Management. Each category is illustrated with a bar graph indicating component pricing and margins.

In the Intellectual Property-Based Pull section, the focus is on the pricing of services and components, with a highlighted component price of 110. The graph suggests a strong correlation between the depth of integration and the perceived value of the service, indicating that higher integration leads to higher pricing.

The Operational Solution Premium section emphasizes a turnkey solution, showcasing a higher component equivalent price of 125+. This implies that when services are bundled into a comprehensive solution, the perceived value—and thus the pricing—can significantly increase, reflecting the added complexity and integration.

The Discrete Value area presents a straightforward component price of 100, suggesting a more transactional approach where individual components are valued independently rather than as part of a larger solution. This is contrasted with the Volume/Margin Management section, which indicates a lower component equivalent price of 90, highlighting a focus on managing costs and margins through volume sales.

Overall, the slide illustrates how different pricing strategies can be employed based on the integration level of services and the overall value proposition being offered. For potential customers, this framework can guide pricing decisions and strategy development based on their specific roles and market positioning.

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Pricing Strategy Strategy Development Value Proposition Sales Positioning