Table 129 Aug 2026From “Value-based pricing is a capability before it is a number”

The capability chain behind a value price

A value price is credible only when the evidence can travel from value event to buyer translation, negotiation, delivery, and review.

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Table 1The capability chain behind a value price

Capability link	Question	Evidence that can travel	Failure signal
Value event	What changes for the buyer or user?	Named workflow, risk, time, revenue, or service event.	The claim says value without naming an observable change.
Baseline	Compared with what?	A prior process, alternative, cost, or bounded counterfactual.	The benefit has no comparison field.
Translation	Who must understand it?	Buyer-facing explanation linked to the role and decision.	The seller's internal measure is repeated as buyer proof.
Negotiation	What shapes the number?	Value evidence plus reference, alternatives, terms, and bargaining position.	A concession is relabelled as quantified value.
Delivery check	Did the value occur?	Post-sale observation with a date, owner, and disconfirming result.	The expected value becomes a realized-value claim without a test.

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Source: Author's synthesis of Kleinaltenkamp, Prohl-Schwenke, and Keränen (2022), Lawrence et al. (2019), Grennan (2013), and Biemans, Malshe, and Johnson (2022). The rows are governance checks, not a validated pricing score.

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From the essay

Pricing & revenue architecture

Value-based pricing is a capability before it is a number

A value price needs evidence, translation, negotiation, and delivery checks. The number is an output of that chain, not a substitute for it.

29 Aug 2026

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APA 7

Isoglu, S. (2026). The capability chain behind a value price [Table]. isoglu.com. https://isoglu.com/insights/exhibits/isoglu-2026-value-based-pricing-is-a-capability-fig01/

BibTeX

@misc{isoglu-2026-value-based-pricing-is-a-capability-fig01,
  author = {Isoglu, Sinan},
  title = {{The capability chain behind a value price}},
  year = {2026},
  howpublished = {Table 1, isoglu.com},
  url = {https://isoglu.com/insights/exhibits/isoglu-2026-value-based-pricing-is-a-capability-fig01/},
  note = {From the essay {Value-based pricing is a capability before it is a number}}
}

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<figure>
  <a href="https://isoglu.com/insights/exhibits/isoglu-2026-value-based-pricing-is-a-capability-fig01/">
    <img src="https://isoglu.com/social/isoglu-2026-value-based-pricing-is-a-capability-fig01.png" alt="Table 1: The capability chain behind a value price" width="3200" height="2400">
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  <figcaption>Table 1: The capability chain behind a value price. Source: Author&#39;s synthesis of Kleinaltenkamp, Prohl-Schwenke, and Keränen (2022), Lawrence et al. (2019), Grennan (2013), and Biemans, Malshe, and Johnson (2022). The rows are governance checks, not a validated pricing score. <a href="https://isoglu.com/insights/exhibits/isoglu-2026-value-based-pricing-is-a-capability-fig01/">View exhibit</a>.</figcaption>
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