Variable pricing business solutions in a decomposed business environment

Abstract

Evolving business models and technology advances have facilitated the creation of innovative pricing strategies. Variable pricing represents the ability to configure a pricing schedule from a set of pricing options such as fixed cost, usage, shared benefit, and performance. The objective of variable pricing is to improve a pricing schedule for the mutual benefits of the provider and consumer, based on an evaluation of criteria that results in the setting of a price as a function of the expected value to be derived, as well as the time and materials used. In this paper, we focus on the variable pricing of ‘business solutions’, which is abstractly defined as the capabilities that enable or add value to the purposes of an enterprise. In a decomposed business environment, the structure of a business is partitioned into discrete business components that are assigned specific purposes and are endowed with resources to meet them. Business components interact to achieve business goals, and do so by exposing their capabilities through business services they offer. Business services have suitable levels of granularity offering constituent units of function, which, when selectively chosen and composed, form business solutions. We assert that business services are also suitable units for variable pricing, the implication being that pricing for a given business solution is an evaluation of the variable pricing of its assemblage of business services. The benefits of this ‘variable price composition’ approach offer greater accuracy for the pricing plan, coupled with increased flexibility to compose, modify, calculate and articulate pricing for business solutions. © 2007 Taylor & Francis Group, LLC.