Game Changer How Strategic Pricing Shapes Businesses, Markets, and Society 1st edition by Jean Manuel Izaret 1394190591 9781394190591

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ISBN-10 :  1394190591 

ISBN-13 : 9781394190591

Author : Jean-Manuel Izaret 

The right pricing strategy can change the entire trajectory of a business, a market, and even society at large. To help you create your best pricing strategy efficiently and confidently, two leaders from BCG are introducing fresh perspectives on pricing that take you far beyond the realm of mind-numbing numbers.

In their new book Game Changer: How Strategic Pricing Shapes Businesses, Markets, and Society, Jean-Manuel Izaret and Arnab Sinha simplify and clarify pricing strategy by integrating its many frameworks and concepts into seven distinct pricing games, each with its own proven tools, rules, forces, and structures. To help you pick the right game and play it well, Izaret and Sinha have developed the Strategic Pricing Hexagon, a tool refined through years of testing, iteration, and adaptation. The Hexagon is your portal to a business world where stronger growth and better financial performance come from a set of strategic pricing decisions, not endless myopic quests for optimal prices.

Game Changer: How Strategic Pricing Shapes Businesses, Markets, and Society 1st Table of contents:

PART I: Rethinking Pricing Strategically
CHAPTER 1: Three Information Sources
The drivers matter more than the amounts
A strategic view of costs
A strategic view of value
A strategic view of competition
The conflicting answers from pricing methods
Key takeaways
CHAPTER 2: Four Economic Frameworks
The role of elasticity
The role of differentiation
The role of game theory
The role of supply and demand
Key takeaways
CHAPTER 3: Seven Games in the Strategic Pricing Hexagon
Rationales for connecting market characteristics and pricing approaches
Value Game
Uniform Game
Cost Game
Power Game
Custom Game
Choice Game
Dynamic Game
What pricing game are you playing?
Key takeaways
CHAPTER 4: Six Market Forces
Fragmentation
Commoditization
Consolidation
Customization
Digitalization
Innovation
Key takeaways
CHAPTER 5: What the Hex? The Political Angles of Pricing Decisions
Pricing authority and leadership in the seven pricing games
Key takeaways
CHAPTER 6: What’s Next? The Design of Pricing Models
Why each of these pricing model decisions matters
Making decisions on pricing architecture
Making decisions on pricing adjusters
Key takeaways
Before you move on to Part II …
PART II: Winning the Seven Pricing Games
CHAPTER 7: The Value Game: When Art Trumps Science
The special nature of pricing in the Value Game
Winning the Value Game
Impact: Long‐term value
Key takeaways
CHAPTER 8: The Uniform Game: The All‐Time Classic
The special nature of pricing in the Uniform Game
Shaping demand and elasticity to drive pricing strategy
The impact: More sophisticated Uniform Game pricing
Key takeaways
CHAPTER 9: The Cost Game: Where Efficiency Reigns
The special nature of pricing in the Cost Game
Pricing to cost to gain scale and drive efficiencies
The impact: A win–win for customers and sellers
Key takeaways
CHAPTER 10: The Power Game: When Every Move Counts
The special nature of pricing in the Power Game
Finding handholds and footholds
Impact: Getting a firm grip on pricing
Key takeaways
CHAPTER 11: The Custom Game: Making Sense of the Chaos
The special nature of pricing in the Custom Game
Imposing order on the chaos
Impact: Less chaos, more order
Key takeaways
CHAPTER 12: The Choice Game: Framing Options for Customers
The special nature of pricing in the Choice Game
Optimizing the lineup to serve more customer needs
Impact: An offer for every customer segment
Key takeaways
CHAPTER 13: The Dynamic Game: When Everything Matters
The special nature of pricing in the Dynamic Game
Optimal pricing in real time
Impact: Sustained value creation in the Dynamic Game
Key takeaways
Before you move on to Part III …
PART III: Changing Your Pricing Game
CHAPTER 14: Innovation: Seizing a Step‐Change Opportunity
How Emerald defined a new pricing strategy
How Emerald implemented its value‐driven strategy
Key takeaways
CHAPTER 15: As‐a‐Service: Growing with Your Customer
How Maricross defined a new pricing strategy
How Maricross implemented its as‐a‐Service strategy
Key takeaways
CHAPTER 16: AI: Perfecting Price Differentiation
The endless loop of promotions
How Montclaude defined a new pricing strategy
How Montclaude implemented its AI‐driven promotion strategy
Key takeaways
CHAPTER 17: Channel: Going Direct to Consumers
How Tesla defined a new pricing strategy
How Tesla implemented its D2C strategy
Key takeaways
CHAPTER 18: Scale: Achieving the Ultimate Cost Advantage
Turning internal efficiencies into a business opportunity
How Amazon defined a new pricing strategy
How Amazon implemented its cost‐driven strategy
Key takeaways
CHAPTER 19: Free: Competing with the Most Magical Price Point
The difference between low price and no price
How Intuit defined a new pricing strategy
How Intuit implemented its freemium strategy
Embracing free beyond a competitive response
Key takeaways
Before you move on to Part IV …
PART IV: Shaping Society Through Pricing Decisions
CHAPTER 20: Fairness: How to Differentiate Prices Across Customers
A fair price is … ?
… a price accepted by both parties?
… a price that is the same for everyone?
… a price set by the free market?
… a price that shares value equitably between parties?
Progressive pricing as practical application for low‐marginal‐cost offers
Key takeaways
CHAPTER 21: Equitable Pricing: How Buyers and Sellers Share Value
The fairest price – not the highest price – optimizes profits
How to implement fair pricing
Key takeaways
CHAPTER 22: Access: How Pricing Can Eradicate Diseases
Hepatitis C: The economic burden of a cure
A uniform, up‐front, per‐patient pricing model is intrinsically flawed
Exploring the Value Game: The payer licensing agreement
Benefits of the payer licensing agreement
The challenges of implementation
Key takeaways
CHAPTER 23: Green Premium: How to Shape Demand for Sustainable Solutions
Quantifying the Green Premium Quandary
Segmenting consumers to understand demand for green products
Redesigning offers to reshape the green demand curve
Key takeaways
CHAPTER 24: CO2: How to Encourage Lower Carbon Emissions
What is the voluntary carbon market?
The VCM should move from the Custom Game to the Choice Game
The VCM should evolve into a structured lineup of offers targeting different customer segments
Key takeaways
CHAPTER 25: Impact: How Progressive Pricing Can Scale Social Ventures
Why nonprofits hesitate to become commercial
How charging for initiatives can increase their social impact
How higher revenue drives greater scale and greater impact
Progressive pricing is an option for social ventures
How the strategic pricing questions are also relevant for nonprofit organizations
Key takeaways
As you move on …

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