Steve Meyer, marketing director for Trilogy, was to evaluate the best way to move forward with innovative, customer value approach based on the prices of their enterprise software solutions. Trilogy was radically changed its business with a product-oriented organization customer-oriented one, and based on the values of prices was a pillar of this transformation. Meyer had to evaluate three approaches pricing: traditional license based on a subscription basis, and get an exchange. He should assess which approach Trilogy prices and customers would prefer the trilogy and the conditions under which exchange gain pricing will work. Meyer also had to deal with a number of barriers that prevent the adoption of the embrace of customers gain share pricing approach. "Hide
on Mohanbir Sawhney Source: Kellogg School Management 25 pages. Publication Date: January 1, 2004. Prod. #: KEL106-PDF-ENG
Related Case Solutions & Analyses:
Google and Internet Privacy
Aussie Pies (C)
The Financial Detective 2005
Golden Arch Hotel: McDonalds Adventure in the Hotel Industry
Chapters.ca
Motorola Inc.: Bandit Pager Project
Deployment Focus and Measuring Effectiveness
Rwanda Backpackers
It’s a Secret: Marketing Value and the Denial of Availability
Onergy: Developing a Social Entrepreneurship Start-up Brand
