How Manufacturers and System Integrators Can Build Pricing Power in a Commodity Market

In commodity markets, manufacturers and system integrators build pricing power by clearly and succinctly communicating their distinct value; if you can’t explain it on a “cocktail napkin,” it’s too complex—and complexity pushes you into price-driven competition. The emphasis is on simple, outcome-focused messaging that customers grasp instantly.

What’s your “cocktail-napkin” version of your value proposition, and how has it changed your pricing conversations?