John Hogan, management consultant, author, and LeveragePoint advisor, recently delivered a keynote at the Professional Pricing Society’s annual conference in Orlando in October. The talk on ...
Your Price Metric Should Reflect How Your Customer Uses Your Solution To Create Value
One key to a successful pricing strategy is to use an appropriate frame of reference, one that resonates ...
Can you believe that there is a wrong way to price a free product? That premise sounds a bit counter-intuitive. Giving it away should be the easiest pricing strategy to implement. Actually, ...
Yesterday I attended the MassTLC annual Innovation unConference with hundreds of other professionals from the region’s high technology community including luminaries like Dan Bricklin and Bob ...
Software-as-a-Service (SaaS) and more generally cloud computing are now widely accepted as a perfectly viable IT strategy for large and small enterprises alike. There are even services companies ...
Everyone agrees that value is critical to business and that we should sell based on the value we provide and buy based on the value the purchase will create. But value can be a hard thing to ...
A Guest Post by Tom Lucke
It’s been a tough year for the software industry. Enterprise IT budgets have been slashed, corporate layoffs have reduced the need for incremental seat licenses, ...
Many B2B products are sold through distribution chains. Rather than buying directly from the original manufacturer, the end user buys from a value-added reseller (VAR), who sources the product ...
Your customer’s success matters. It determines the value they place on your own products and services. Changes in economic conditions can have a big impact on how your customer sees the value of ...
Value communication involves telling an economic WIFM (what’s-in-it-for-me) story to a customer about your product. To be more precise, telling multiple versions of that WIFM depending on the ...
