Game Changer: How Strategic Pricing Shapes Businesses, Markets, and Society - Hardcover

Über die Autorin bzw. den Autor

JEAN-MANUEL IZARET (JMI) is the Global Leader of BCG’s Marketing, Sales, and Pricing Practice. Before joining BCG in 1997, he received a PhD from École Centrale in Paris.

As a Bruce Henderson Institute Fellow, he has studied pricing model innovations in technology, biopharma, industrial goods, financial services, and consumer services. He also explored how pricing and economic models could help solve issues such as education and climate-change mitigation.

JMI lives in Berkeley, California.

ARNAB SINHA is a Senior Partner and Managing Director at BCG where he leads the Pricing Practice for North America and for the consumer sector. Prior to joining BCG in 2005, he received a PhD from the Massachusetts Institute of Technology.

Arnab develops pricing strategies in sectors as diverse as airlines, automotive, beverages, food, luxury goods, and restaurants. He co-developed BCG’s intellectual property and software that use artificial intelligence to optimize pricing and promotion strategies.

Arnab lives in Philadelphia, Pennsylvania.

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THE STRATEGIC PRICING HEXAGON and its seven games

“The biggest benefit of Game Changer is that it will encourage business leaders to step back and think through the fundamentals of their business: how do we create and share value? This is the first book I’ve read that provides a clear and practical definition of pricing strategy—and how to determine one—instead of going straight to the numbers.”
MARIN GJAJA, CHIEF CUSTOMER OFFICER, FORD MODEL E

“What I appreciate most about Game Changer is that it left me with more practical options and ideas about pricing strategy, not with more math problems and more complicated theories.”
ERIC REYNOLDS, CHIEF OPERATING OFFICER, CLOROX

“Game Changer elevates pricing from a specialized practice to a strategic perspective on the entire business. Even better, it makes pricing accessible, practical, and enjoyable. The seven pricing games and the associated playbooks are very insightful and have far-reaching implications for go-to-market strategies.”
STEVE MALLOUK, SVP, GLOBAL BUSINESS STRATEGY, VISA

Aus dem Klappentext

IF YOU'RE LIKE MOST BUSINESS LEADERS OR BUSINESS OWNERS, YOU THINK THAT PRICING IS A BORING GAME OF MIND-NUMBING NUMBERS.

It's time to change that game--and that thinking--for good. That is our mission.

The right pricing strategy can change the entire trajectory of a business, a market, and even society. But to find your best strategy, you need to look far beyond the numbers.

That's why we're introducing the Strategic Pricing Hexagon. It is your portal to a business world where stronger growth and better financial performance come from a set of strategic pricing decisions, not endless myopic quests for optimal prices.

Our Hexagon comprises seven pricing games--each with its own proven tools, rules, forces, and structures--to help you pick the right game and play it well.

But more than that, the Hex will change the way you think about and talk about pricing. We focus on collaborative growth with customers, not zero-sum value extraction from them. We use research from BCG's Bruce Henderson Institute to redefine what a fair price means. We use our own experience and the collective experience of BCG's Marketing, Sales, and Pricing Practice to share the stories that bring the Hexagon and its seven pricing games to life.

Find out how you can use strategic pricing to reshape your business, your market, and even society.