HomeResearch Articles Using Value Levers as a Component of Pricing Strategy

Using Value Levers as a Component of Pricing Strategy

  • Many organizations instinctively resort to discounting when prospects and customers push back on price or hesitate to make a final purchase decision
  • During negotiation, consider using value levers that do not result in decreased revenue from the purchase
  • Product managers must lead the process of gaining alignment and agreement with other functions on which value levers to use, and when and by whom they can be offered
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