Table Table 3 Go-to-market & pricing 2 September 2026

Which operational miscalculations undermine value-based pricing?

Miscalculation	Root cause	Commercial failure	Corrective protocol
Confusing cost savings with total value	Focusing exclusively on operational cost reduction	Ignores revenue expansion, risk reduction, and velocity gains	Build comprehensive multi-vector value models
Assuming value is universally perceived	Pitching identical economic models to different personas	Technical buyers reject business metrics; executives reject feature lists	Segment value models by buyer role and operating maturity
Treating list price as value-based pricing	Publishing elevated list prices without sales negotiation tools	Field sales reps discount aggressively when challenged by procurement	Provide sales reps with audited ROI calculators and walk-away floors
Ignoring customer adoption friction	Omitting integration, training, and change management costs	Customer encounters negative differentiation and feels misled	Deduct adoption expenses explicitly in the EVC equation
Failing to verify post-sale realization	Handing off accounts without tracking achieved milestones	Customer disputes value claims during contract renewal negotiations	Mandate customer success reviews tracking verified business outcomes

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Source: Table from this essay. Sources and interpretation are given in the article.

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What is value-based pricing?

Value-based pricing aligns transaction prices with quantified customer economic value and willingness to pay rather than cost or competitor parity.

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Isoglu, S. (2026). Which operational miscalculations undermine value-based pricing? [Table]. isoglu.com. https://isoglu.com/insights/exhibits/isoglu-2026-what-is-value-based-pricing-fig03/

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@misc{isoglu-2026-what-is-value-based-pricing-fig03,
  author = {Isoglu, Sinan},
  title = {{Which operational miscalculations undermine value-based pricing?}},
  year = {2026},
  howpublished = {Table 3, isoglu.com},
  url = {https://isoglu.com/insights/exhibits/isoglu-2026-what-is-value-based-pricing-fig03/},
  note = {From the essay {What is value-based pricing?}}
}

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