Dollarizing differentiation value : a practical guide for the quantification and the capture of customer value in B2B markets

1. Value-based pricing is a methodology -- 2. The unique complexity of value-based pricing -- 3. Know your competition (step 1) -- 4. Know your customer segments (step 2) -- 5. Extract your true differentiation (step 3) -- 6. Quantify your differentiation value (step 4) -- 7. Understand the value pool and setting prices (steps 5 and 6) -- 8. Managing internal resistance to value-based pricing -- 9. Managing external barriers to value-based pricing -- 10. Operationalizing value-based pricing as part of value-based strategies -- 11. Operationalizing value-based pricing to enable salesforce effectiveness -- 12. Putting it all together: a value-based approach.