Managing Director & Senior Partner; Global Leader, Marketing, Sales & Pricing Practice
San Francisco - Bay Area
Jean-Manuel Izaret leads the Marketing, Sales, and Pricing (MSP) practice for Boston Consulting Group in North America, as well as the global pricing topic. He is also a member of the firm’s Technology, Media & Telecommunications, Financial Institutions, and Industrial Goods practices.
Jean-Manuel is a BCG Fellow concentrating on the topic of pricing model transformation—defining a unified theory of pricing as well as developing tactics executives can use to make pricing drive growth and profit for their companies.
Jean-Manuel has worked on pricing issues across industries, including consumer goods, retail, high tech, financial services, and industrial goods. His experience includes developing pricing model strategies, transforming pricing practices, improving product lineup pricing, and designing strategies to optimize bundling for numerous technology, media, and telecom companies. He teaches several courses on pricing at Coursera.
Before joining BCG, Jean-Manuel worked for Royal Dutch Shell in marketing and sales and as a quality engineer in the company’s chemical plants.
Para as marcas que esperam atrair consumidores conscientes do valor, o preço é crucial. Mas uma pesquisa do BCG mostra que oferecer o menor preço nem sempre é o movimento vencedor.
Charging different prices is often fairer than charging everyone the same price. Companies should take steps to educate customers and win their support for this approach.
Global clusters of like-minded consumers are surprisingly rare. And even among countries with similar consumer attitudes, needs can differ sharply by product category.
For brands hoping to lure value-conscious consumers, pricing is crucial. But a BCG survey shows that offering the lowest price isn’t always the winning move.
Mitigating climate change will require a way to scrub carbon dioxide from the atmosphere for good. A few companies have the right incentives to launch that effort today.
Following the lead of successful B2C service providers in other sectors could generate improvement as high as 10% to 15% of current daily banking revenue.
Measurement technology has finally caught up with the demands of digital economics--creating unprecedented opportunities for firms to share more value with more customers profitably.
Established models in other industries offer pharma companies promising economic incentives to pursue disease eradication.
Comparing prices and products is easier than ever. Management must optimize its price communication to reassure customers that they are receiving fair value.
A data-driven, repeatable approach to pricing will set producers up to raise prices when conditions warrant it and protect themselves when growth inevitably slows.
In tech, cloud-like pricing is so entrenched, it’s a purchase criterion unto itself. Other industries can learn from tech’s pricing transformation.