Abstract
The concept of 'Differential Pricing' makes use of underlying differences in customer's buying pattern, to set prices on a 'per customer' basis. This helps retaining and cost effectively developing the most appropriate customer relationships. A successful implementation of this concept demands, as a pre-requisite, an enhanced effort towards 'Single View of the Customer', measuring 'Customer Profitability & Lifetime Value' and innovative 'Customer Segmentation' approach.
The right differential pricing framework should address the Product and Relationship management demands through a set of complementary modules such as:

• Pricing & Charging
• Benefits
• Assurance
• Product and Relationship management
• Simulations

Author Abhijit Ghosh Anugopal Venugopalan

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