The right pricing strategy can change the entire trajectory of a business, a market, and even society at large. To help you create your best pricing strategy efficiently and confidently, two leaders from BCG are introducing fresh perspectives on pricing that take you far beyond the realm of mind-numbing numbers.In their new book Game Changer: How Strategic Pricing Shapes Businesses, Markets, and Society, Jean-Manuel Izaret and Arnab Sinha simplify and clarify pricing strategy by integrating its many frameworks and concepts into seven distinct pricing games, each with its own proven tools, rules, forces, and structures. To help you pick the right game and play it well, Izaret and Sinha have developed the Strategic Pricing Hexagon, a tool refined through years of testing, iteration, and adaptation. The Hexagon 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.But more than that, the Hexagon will change the way you think about and talk about pricing. The current conversation around pricing as expressed through economics textbooks, Excel spreadsheets, political discourse, and educated guesswork makes it easy to believe that pricing is nothing more than a technical, tactical and, for most people, boring game of numbers. Game Changer changes that conversation bysharing stories and research that bring the Hexagon and its seven pricing games to life.With research from BCG s Bruce Henderson Institute and real-world examples from the world's most influential companies, the authors and their colleagues at BCG define pricing strategy as a business leader s or business owner s conscious decisions about how money flows in their market. They show how companies succeed in the long term when they focus on collaborative growth and value sharing with customers, not zero-sum value extraction from them.Discover how you can create and implement a winning pricing strategy that changes the trajectory of your business, your market, and even society.

The right pricing strategy can change the entire trajectory of a business, a market, and even society at large. To help you create your best pricing strategy efficiently and confidently, two leaders from BCG are introducing fresh perspectives on pricing that take you far beyond the realm of mind-numbing numbers.In their new book Game Changer: How Strategic Pricing Shapes Businesses, Markets, and Society, Jean-Manuel Izaret and Arnab Sinha simplify and clarify pricing strategy by integrating its many frameworks and concepts into seven distinct pricing games, each with its own proven tools, rules, forces, and structures. To help you pick the right game and play it well, Izaret and Sinha have developed the Strategic Pricing Hexagon, a tool refined through years of testing, iteration, and adaptation. The Hexagon 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.But more than that, the Hexagon will change the way you think about and talk about pricing. The current conversation around pricing - as expressed through economics textbooks, Excel spreadsheets, political discourse, and educated guesswork - makes it easy to believe that pricing is nothing more than a technical, tactical and, for most people, boring game of numbers. Game Changer changes that conversation bysharing stories and research that bring the Hexagon and its seven pricing games to life.With research from BCG's Bruce Henderson Institute and real-world examples from the world's most influential companies, the authors and their colleagues at BCG define pricing strategy as a business leader's or business owner's conscious decisions about how money flows in their market. They show how companies succeed in the long term when they focus on collaborative growth and value sharing with customers, not zero-sum value extraction from them.Discover how you can create and implement a winning pricing strategy that changes the trajectory of your business, your market, and even society.

Introduction: Changing the Pricing Conversation 1Part I Rethinking Pricing Strategically 19Part I 191 Three Information Sources 252 Four Economic Frameworks 403 Seven Games in the Strategic Pricing Hexagon 514 Six Market Forces 695 What the Hex? The Political Angles of Pricing Decisions 776 What's Next? The Design of Pricing Models 90Part II Winning the Seven Pricing Games 107Part II 1077 The Value Game: When Art Trumps Science 1098 The Uniform Game: The All- Time Classic 1199 The Cost Game: Where Efficiency Reigns 13410 The Power Game: When Every Move Counts 14711 The Custom Game: Making Sense of the Chaos 16312 The Choice Game: Framing Options for Customers 17913 The Dynamic Game: When Everything Matters 194Part III Changing Your Pricing Game 209Part III 20914 Innovation: Seizing a Step- Change Opportunity 21115 As- a- Service: Growing with Your Customer 21916 AI: Perfecting Price Differentiation 22817 Channel: Going Direct to Consumers 23718 Scale: Achieving the Ultimate Cost Advantage 24619 Free: Competing with the Most Magical Price Point 254Part IV Shaping Society Through Pricing Decisions 265Part IV 26520 Fairness: How to Differentiate Prices Across Customers 26721 Equitable Pricing: How Buyers and Sellers Share Value 28122 Access: How Pricing Can Eradicate Diseases 29423 Green Premium: How to Shape Demand for Sustainable Solutions 30824 Co2 : How to Encourage Lower Carbon Emissions 32525 Impact: How Progressive Pricing Can Scale Social Ventures 337Epilogue 349Appendix: About the Studies 353Notes 359Acknowledgments 387About the Authors 391Index 393