What does your product cost vs. what is it worth? It’s a challenging question that all businesses need to answer in order to maximize profits and sell on value rather than attributes.
B2B Pricing Strategy from global independent business school IMD is the latest online learning program to help you gain a deeper understanding of value-based pricing and develop your critical pricing and procurement negotiation capabilities. During this five-week, modular program, you’ll combine individual assignments, case studies, personalized feedback from your program coach, and more to learn how to influence your customers with a superior value proposition.
On average, just a 1 percent price increase equals an 8.7 percent increase in operating profits.SOURCE: CEB GLOBAL
Two-thirds of B2B customers are lost because of indifference.SOURCE: BLENDER
Personal value has double the impact over business value on B2B purchasing decisions.SOURCE: ADOBE
You will complete B2B Pricing Strategy with a clear understanding of the gaps in your
pricing capabilities and with a concrete action plan to secure and increase your
company’s profit margin.
IMD's B2B Pricing Strategy program is five weeks long and delivered online. Throughout the program, you're encouraged to apply what you learn in your work context so you can start developing your pricing capabilities right away.
Through real-world case studies and multi-industry examples, you’ll see how the theories you are learning
have impactful practical applications.
How did this European power tool manufacturer make the switch from outright selling their products to business customers to leasing them?
How did this Swiss retailer drastically reduce the number of brands it offered without sacrificing sales revenue?
What did a Colorado fitness center learn about how different payment options impacted their customers’ exercise habits?
Stefan Michel is IMD Professor of Marketing and Service Management and Dean of the Executive MBA program. He is president of Switzerland’s Swiss Marketing Association, Stiftung für Marketing in der Unternehmensführung, and has written extensively for the Harvard Business Review.
In addition to learning from our expert faculty, you will also have a dedicated coach who will interact with you throughout your journey. You’ll
connect via webinars, in writing, in moderated group discussions, and in daily office hours over all five weeks to ensure you receive a highly
Upon successful completion of the program, IMD grants a verified digital certificate of completion to participants. This program is graded as a pass or fail; participants must receive 80% to pass and obtain the certificate of completion.Earn certificate
Note: After successful completion of the program, your verified digital certificate will be emailed to you in the name you used when registering for the program. All certificate images are for illustrative purposes only and may be subject to change at the discretion of IMD.
Is your company part of IMD’s Corporate Learning Network (CLN)? If so, please apply by clicking the button below:CLN members apply here
IMD Corporate Learning Network (CLN) members receive a number of complimentary seats in addition to a wide range of further benefits and services. If you are applying via your corporation, please check internally that you are eligible to apply before submitting your application. If you are not sure whether your company is a CLN member, please click here.