8. Do you not yet use digital pricing models? Are your customer segments sufficiently differentiated?
Digitalisation offers opportunities and risks up to and including business models that can threaten you if you still operate according to rigid price lists or have not sufficiently differentiated your customer segments – and we don’t mean the classic ABC classification.
Non-linear, situational and dynamic pricing models (dynamic pricing) are being tested for their possible applications. Alternative payment models (rent instead of buy, pay-per-use, etc.) are also tested. Together we determine the customer segments and their value contribution to your company; just as, conversely, we determine what value you offer your customers and how high their willingness to pay is.