The Units & Prices tab is the second tab within the value modeling module. From this tab, you can add or edit your offering, your competitor, price units, and price components. If you have completed the fields in the Start tab, note that the Competitor and Offering names are copied over.

This article will focus on defining price units and price components. For information on adding price components, see How to Create Price Components.

When building a value model, this step can be skipped if you don't have competitor or offering price data and return to it later.

Price Units

Price units are how the customer would purchase your offering or your competitor's offering or judge the value of your/their solution/process. Note that your price unit may be different from the way the customer would purchase your competitor's offering. You can add price units for you and your competitor on this tab or in the Units & Currency dialog.

Price units should be selected keeping in mind that they need to resonate with the customer and their business when purchasing your offering or your competitor's offering.

Price Components

Price components represent each of the multiple products, skus, or parts that make up an offering. Price components can be created within a value model or an existing price component can be selected from a library. For how to add price components, see Price Components.

The total price of your or your competitor's offering is expressed as the sum total of the relevant price components per the relevant price unit.