Ценообразование на основе ценности

NexTech Solutions plans to launch new software that helps companies reduce equipment downtime and labor costs. It uses the value-based pricing method to set the selling price.

Value-based pricing sets selling prices based on the economic value of the benefits a product or service provides to customers.

The Economic Value to the Customer is calculated by adding the reference value and the differentiation value.

The reference value is the price of the best available alternative that customers can choose instead.

The differentiation value is the value of additional benefits NexTech’s software provides compared with that alternative.

In this case, the closest competitor charges eight hundred dollars per year, but NexTech’s software helps companies reduce equipment downtime and labor expenses by approximately four hundred dollars each year.

This gives the product an economic value of one thousand two hundred dollars.

For this example, consider NexTech sets a selling price of one thousand one hundred dollars, between the reference value and the full economic value.

This approach ensures NexTech’s price reflects the value the product creates for customers while helping the company increase its profitability.