The logic of revenue logic? Strategic and operational levels of pricing in the context of software business

The purpose of this study is to examine the relationship between pricing and business strategy in the software industry. The interplay between revenue logic, revenue model, and business-model concepts is investigated. Revenue-logic analysis consists of evaluating software industry-level determinants and exploring alternative pricing principles and revenue models affecting revenue generation. The qualitative analysis is based on 23 interviews with Finnish software company representatives, and the results indicate that strategic and operational levels of pricing are strongly intertwined.