In the rapidly evolving technological panorama, technological leaders face the challenge of setting the effective price of asset -based services to reflect the value of the client. As traditional price models fall short in capturing the true value of these services, technology leaders must adopt innovative strategies to completely monetize their intellectual assets and properties.
Understand the change to asset -based services
The demand for asset -based services is increasing. Buyers prioritize these services for their ability to offer faster value and greater vision, accelerating competitive advantage and operational change.
Traditional price models, which focus on services based on suppliers and margins, fail to capture the value of the client inherent in asset -based services. These services require different income times, cost structures and alignment of interested parties, which requires a change in price strategies.
The technology industry is witnessing a blur of traditional limits, with service providers, software companies and cloud infrastructure suppliers that expand their offers. This change presents new growth opportunities, driven by competitive dynamics that redefine organizational roles.
Buyers are increasingly attentive to the effective use of prebuadic assets, tools and platforms, since these elements are crucial to achieve faster value and higher quality ideas. Technology leaders must align with the desired results of buyers and commercial objectives to meet these expectations.
Taking advantage of multiple price models
Traditional service price models, such as time and materials or fixed price contracts, do not properly reflect the value of asset -based services. These models often do not connect with the “value time value” or the desired commercial results that customers are looking for.
To overcome these limitations, technological services leaders must understand the commercial value of their services and establish prices that reflect the impact of their assets. This requires a multidimensional price approach that accommodates the diverse nature of assets and their potential to offer quantifiable commercial results.
Gartner discovered that service providers who use multiple price models report higher gross gains, lower customer acquisition costs and higher customer life. These suppliers also generate more new income from existing accounts, highlighting the benefits of a varied price approach.
By expanding the price options and aligning them with the results of customers, technological services leaders can strengthen their services based on services and capitalize on growth opportunities in asset -based services.
Steps to set the price of asset -based services
For the price of asset -based services, technology leaders must:
- Prioritize assets and IP: Perform the assets and intellectual property of the provision of services investing in modular, flexible and repeatable solutions. Develop metrics that demonstrate a faster time to value and focus on contextualized and specific results of the industry.
- Adopt hybrid price models: Use a combination of commercial models that simplify customer understanding and are directly linked to customer results. This approach ensures that prices reflect the true value delivered to customers.
- Invest in professional practices: Ensure the success of asset -based services financing Professional Engineering of products, operating models focused on products and an effective sales commitment.
To completely monetize their assets, technology leaders must effectively communicate the value of their offers, connecting them with the desired commercial results that customers are looking for. By adopting an integral approach to prices and positioning, service providers can navigate the evolutionary panorama and maximize the potential of asset -based services.
Katie Gove is a vice president of the Gartner Technology and Services Supplier Research Team, where she covers the service market. Katie and other Gartner analysts will provide more analysis of these issues at the Gartner Tech Growth and Innovation Conference, which will take place from March 10 to 11 in Grapevine, TX.
