Digital Pricing Strategy: Capturing Value from Digital Innovations

Digital Pricing Strategy provides a best-practice overview of how companies design, analyze, and execute digital pricing strategies. Bringing together insights from academic and professional experts globally, the text covers essential areas of the value and pricing of data, platform pricing, pricing of subscriptions and monetization of the global environment.

Case studies, examples and interviews from leading organizations, including Zuora, Honeywell, Relayr, Alcatel Lucent, ABB, Thales, and General Electric, illustrate key concepts in practice. To aid student learning, chapter objectives, summaries, and key questions feature in every chapter, alongside PowerPoint slides and a test bank available online for lecturers.

Comprehensive and applied in its approach, this text provides postgraduate, MBA, and Executive Education students with an understanding of the capabilities, processes, and tools that enable executives to effectively implement digital transformations and capture value from digital innovations.

Stephan M. Liozu is Chief Value Officer of the Thales Group (www.thalesgroup.com); the Founder of Value Innoruption Advisors (www.valueinnoruption.com), a consulting boutique specializing in value-based pricing, data monetization, and digital pricing, and he is an Adjunct Professor and Research Fellow at the Weatherhead School of Management at Case Western Reserve University, USA. Stephan sits on the Advisory Board of LeveragePoint Innovation and of the Professional Pricing Society. He is the author of multiple books about pricing, including Pricing and Human Capital (2015), and co-editor of Innovation in Pricing (2012, 2018), The ROI of Pricing (2014), Pricing and the Sales Force (2016), and Pricing Strategy Implementation (2020).

Andreas Hinterhuber is Associate Professor at the Department of Management at Università Ca’ Foscari Venezia, Italy, and equity Partner of Hinterhuber & Partners, a consulting company specializing in pricing. He has published articles in leading journals including Journal of Business Research and MIT Sloan Management Review, and has edited many books on pricing, including Innovation in Pricing (2012, 2018), The ROI of Pricing (2014), Pricing and the Sales Force (2016), Value First then Price (2017, 2022), Pricing Strategy Implementation (2020), and Managing Digital Transformation (2021).