Análise dos métodos baseados em valor para precificar um software de inteligência de dados

Abstract

Observing the growing trends in the market and in information technology solutions over the past few years, it is evident that a significant challenge many companies face is determining the best way to price their products and/or services with confidence. Studies indicate that the most used pricing strategy for services offered in the cloud computing structure is value-based pricing. In this context, the objective of this work is to price a platform, which is marketed in the software as a service (SaaS) architecture, considering its perceived value and utilizing a framework proposed by Hinterhuber (2004). To achieve this, an action research is conducted within an information technology company that engages in business-to-business (B2B) commercial relationships. After following the steps of the studied framework, it was concluded that a possible reduction of up to 25% in the current price could be profitable, considering that the main goal of this study and the pricing strategy is to increase the company's market share.