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Preview of White Paper Outcome-Based Pricing Achieving sustainable differentiation in the commercial model to B2B customers is vital for gr
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📊 Size: 984 KB
📄 Pages: 6 pages
⬇️ Downloads: 266

Summary

Telco B2B services can achieve sustainable differentiation by shifting from technology-centric offers to a focus on customer business outcomes, using outcome-based pricing (OBP) and monetization models. OBP involves customers paying for predefined tangible outcomes or value realized from services consumed. This approach addresses the limitations of traditional cost-plus models, which focus on individual technology elements and can be value- and margin-dilutive. Examples of OBP include a "Train as a Service" offer, where the customer pays based on delivery criteria such as train availability and comfort. In the telco B2B environment, OBP approaches express network characteristics in terms of value recognized by the enterprise customer, such as quantifying train comfort and onboard service capability. Successful OBP models require positioning alongside existing offers, with a focus on business value elements such as compliance, security, productivity, transparency, availability, access, performance, and consistency. Monetization of OBP services can be achieved through subscription models or hybrid usage/subscription models, with a focus on flexibility, transparency, and pay-as-you-go aspects.

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Telco B2B services can achieve sustainable differentiation by shifting from technology-centric offers to a focus on customer business outcomes, using...

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  • File Format: PDF
  • File Size: 984 KB
  • Pages: 6
  • Language: EN
  • Total Downloads: 266
  • Last Updated: 4 weeks ago

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