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Fabio Cicalini
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When&where is a Center Driven Pricing Department a Viable solution?
I recently wrote an article about pricing organizational set up in which the Pricing department was organized following a “center-driven” structure. Pricing know-how was  centralized  to increase knowledge about regions, their customers and competitors. The...

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Ready to Sell THE Price of Your Products and Services?
I recently had the chance to chat with a General Manager
at the end of a conference I presented a Value Based Pricing (VBP)
topic. He explained me his business (manages a manufacturing
company selling to direct customers and distributors), along his
cha...

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Value Based Pricing for Service Level Agreements: 3rd and Final Part
ORGANIZATIONAL TRANSFORMATION The new Service Sales Organization To successfully implement the new strategy and shift the organization mentality
from reactive customer care cost plus to proactive selling value 3 initiatives
were launched. Following the spli...

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Value Based Pricing for Service Level Agreements: Part 2
RESEARCH FINDINGS   Price Sensitivity The Van Westendorp direct questioning method was central to understand
customers expected price. By assessing the ‘real’ willingness-to-pay, which is
close to what respondents consider to be an expensive price, it provi...

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Value Based Pricing for Service Level Agreements: Part 2
RESEARCH FINDINGS   Price Sensitivity The Van Westendorp direct questioning method was central to understand
customers expected price. By assessing the ‘real’ willingness-to-pay, which is
close to what respondents consider to be an expensive price, it provi...

Post has attachment
Value Based Pricing for Service Level Agreements: Part 2
RESEARCH FINDINGS   Price Sensitivity The Van Westendorp direct questioning method was central to understand
customers expected price. By assessing the ‘real’ willingness-to-pay, which is
close to what respondents consider to be an expensive price, it provi...

Post has attachment
Value Based Pricing for Service Level Agreements: Part 2
RESEARCH FINDINGS   Price Sensitivity The Van Westendorp direct questioning method was central to understand
customers expected price. By assessing the ‘real’ willingness-to-pay, which is
close to what respondents consider to be an expensive price, it provi...

Post has attachment
Value Based Pricing for Service Level Agreements: Part 2
RESEARCH FINDINGS Price Sensitivity  The Van Westendorp direct questioning method was central to understand
customers expected price. By assessing the ‘real’ willingness-to-pay, which is
close to what respondents consider to be an expensive price, it provid...

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RESEARCH FINDINGS Price Sensitivity  The Van Westendorp direct questioning method was central to understand
customers expected price. By assessing the ‘real’ willingness-to-pay, which is
close to what respondents consider to be an expensive price, it provid...
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