How do you calculate willingness to pay (WTP), or do you at all? In 2014, I posed that question to readers of the Zilliant blog and it continues to be a favorite post. Four years later, the topic is still top-of-mind for B2B company leaders. Recently, I read a great MIT article on the weaknesses of...
This post was contributed by Thomas Delloye, Zilliant director of business solutions consulting (BSC) in France. Prior to Zilliant, Thomas directed global client and competitive pricing at Dell EMEA.In B2C, it’s extremely easy to access competitive pricing information; prices are usually published o...
“Will a simpler price strategy reduce negotiation time?”Shortly after my Professional Pricing Society webinar last month this was one of the questions I received. The question was posed by someone wrestling with a common philosophical pricing question: Should a company move to a simpler price offeri...
Enjoy this throwback post from July 2014, one of the most popular Zilliant blogs to date. Read Barrett's updated thoughts on willingness to pay.I recently read a great article on Harvard Business Review entitled “The Benefits of Bargaining with Your Customers.” It centered on willingness to pay (WTP...
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