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Strategy
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Your Pricing Strategy Is More Than a Plan for New Logos—Why Renewals Matter

At times it may seem that the shiny new toy is always better. A common mistake that many firms make is ignoring their existing customer base and focusing on marketing to and acquiring new logos. There’s still value in your...

Why Your Value-Based Pricing Strategy Isn’t Working

Value-based pricing is constantly top of mind for B2B executives. Promises of higher profits and market share have been made credible by numerous success stories. Which team wouldn’t want to share in that success? There’s little wonder as to why...

Gain a Competitive Edge Through a Successful Pricing Strategy

Do you know who your competitors are? What makes them a competitor? Why do buyers choose their product over your own? Buyer perception is everything. By understanding and influencing buyer perception, you can increase the willingness to pay and capture...

Why Is Versioning so Important to an Effective B2B Pricing Strategy?

If you are a CFO or a PE Firm thinking about buying a company whose product has a low fixed and high variable cost (i.e., software), this is important to you. Why, because when you are looking at investments, price...

Aligning Your Sales Team to Your Pricing Strategy

Start with Why, a book written by Simon Senik, touts that you can inspire action by getting people to buy into your purpose. The ‘why’ discussed in the book is philosophical in nature yet has practical application. He explains why...

Discounting – the Weak Link in Your Pricing Strategy for the Indirect Channel

How do you influence sales people when you don’t directly impact their compensation? This is an age-old struggle many firms have had with the indirect channel… The key we have found is to understand two key factors important to indirect...

Sales Forecast Falling Short for Next Year? Update Your Pricing Strategy

It’s that time of year again when you receive your annual target. A big number is dropped in your lap and you are left putting the puzzle together of how you will hit your number. You evaluate adding sales headcount,...

What B2B Companies Can Learn from Uber’s Pricing Strategy

Uber is a fascinating company. Love them or hate them, they are one of the few “poster-children” for business model innovation, and have changed the taxi industry for good. Their approach to pricing has also never been far from the...

Pricing Strategy

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