JustB2B Leaders - Ep11. Competing on B2B Outcomes

In this episode, Oscar chats with Marco Bertini, Director, Open Programs, Executive Education at Esade. We’ll deep dive into the intricate world of B2B pricing strategies, from the challenges faced in different regions to the concept of outcome-based pricing. This discussion also touches on how to create value in B2B, the comparisons to B2C, and how to evolve in this field. They will also give some advice for B2B CEOs and leaders on how to refine their pricing policies and the benefits of working with the right company.

00:00 About this episode
00:19 Who is Marco Bertini?
01:17 When Oscar and Marco met?
02:24 Common mistakes defining a price
06:58 Main enemy when you’re defining a price in a B2B company
08:40 Where to collect all the data
09:42 Common mistakes in B2B
14:28 It’s harder in Asia, Europe, or America?
16:53 Differences in B2C and B2B
18:30 Top 3 advice to give to a B2B Leader about defining a price policy
20:48 Working with the right company
22:54 Concept of the outcome base pricing
25:42 Key benefits implementing outcome base philosophy
28:14 Percentage of company that use these concepts
29:38 Mentality of the Management accepting these concepts
31:32 Key challenges from moving to the pricing mindset to the outcome base philosophy
31:32 What can B2B learn from B2C
46:10 Conclusions

Want to know more about Esade B2B Management Program
https://justb2b.hubspotpagebuilder.co...

#B2B #JustB2B #EsadeB2BManagement #BT4CEOs #B2BClub #CulturaB2B #B2BCulture #B2BMarketing #EsadeExEd #UnlimitedBetterFutures