Table of contents
Pricing Fundamentals
Chapter 1 – Introduction
Chapter 2 – Components of Pricing Excellence
Exploring the Levels
Chapter 3 – Transactions
Chapter 4 – Customer Value
Chapter 5 – Market Strategy
Chapter 6 – Pricing Infrastructure
Unique Events
Chapter 7 – Postmerger Pricing
Chapter 8 – Price Wars
Expanding the Boundaries
Chapter 9 – Legal Degrees of Freedom
Chapter 10 – Lifecycle Pricing
Chapter 11 – Pricing Architecture
Advanced Topics
Chapter 12 – Complexity Management (Custom-Configured Products, High-Count Product Lines, Distributed Sales Models)
Chapter 13 – Tailored Value (Price Segmentation, Tiered Products and Services, New Products, “Razor/Razor Blades” Offerings, Solutions)
Chapter 14 – Software and Information Products
Making Change Happen
Chapter 15 – Pricing Transformation
Chapter 16 – The Monnarch Battery Case
Appendices
Appendix 1 - Pocket Price and Pocket Margin Waterfalls
Appendix 2 – Antitrust Issues
Appendix 3 - List of Acronyms and Abbreviations
Appendix 4 - Periscope