Value-based Pricing

An emergent phenomenon, not a technique you apply. Value-based pricing cannot be commanded into existence — it emerges naturally when the pricing architecture is right: the licensing model captures the right metric, the offering structure reflects how different customer groups use the product, and price setting is related to value-in-use. When all three layers are aligned and the sales culture supports them, customers pay prices that reflect the value they receive. Most implementations skip the first two layers and jump straight to price setting, which is just cost-plus with a narrative. Charging the most each customer will bear isn't value-based pricing — it's situational pricing dressed up with a better name.