To hit your revenue growth objectives, your products must be priced correctly. If they’re not, products will not be profitable and your company will no longer be able to innovate. In order to do this, you must have a comprehensive understanding of product profitability and pricing strategies. We recently spoke with Lauri Hanover, the CFO at Netfim, about these topics. Watch here as she discusses product strategy, specifically how to increase your profitability and determine your overall pricing strategy.


Lauri will begin the show by discussing the key inputs into a well-defined pricing strategy. She will explain how to calculate the cost to build, market, sell, install, and support your product. Next, she will walk our audience through determining what your buyers will pay for the product, and the value it brings to your customer. She’ll explain the concept of a good, better and best product pricing strategy. And she’ll explain why it’s important to understand competitor pricing in order to determine your product positioning.


We will wrap up the show with an action plan for our audience. What are 3 actions they can take to make the most impact? Watch here to understand how to immediately improve product pricing and profitability. Lauri’s insights will enable you to partner with your CFO and calculate the true costs of your products.


Greg Alexander

Leads the firm's focus on the CEO’s role in accelerating revenue growth by getting the product team, the marketing department, and the sales organization into strategic alignment.

Greg is the host of The SBI Podcast, the most listened to sales and marketing podcast on the internet.


He is the host of SBI TV, a monthly television program broadcast on the internet featuring top B2B sales and marketing leader sharing their strategies to grow revenues.


Greg is the Editor-in-Chief of The SBI Magazine, the leading B2B publication focused on sales and marketing effectiveness.


He is the author of two critically acclaimed books Topgrading for Sales and Making the Number.


Greg has authored over 100 articles on SBI’s award winning blog, The SBI Blog.


He graduated from The University of Massachusetts Amherst with a BA in English and received his MBA from Georgia Tech.




Transforming the Sales Organization inside Fortune 500 Companies

Greg Alexander and John Gleason, Chief Sales Officer of Ryder, talk about the unique challenges of transforming a sales team inside of very large enterprises.


A Better Way to Structure Your Sales Force

Greg Alexander and Tony Capucille, Chief Sales Officer at Heartland Payment Systems, discuss the pros and cons of the 7 B2B sales organizational models.


Build a team of A Players Inside the Sales Organization

Greg Alexander and Todd Cione, Chief Revenue Officer at Rackspace, talk about hiring, onboarding, and developing exceptional sales talent.




Fill Every Role on Your Team with an A Player

In this article, Greg Alexander makes the case for applying the TopGrading methodology to the sales team, and outlines how to do so.


What CEOs Need to Know About Their Marketing Strategies

In this article, Greg Alexander and Rashid Skaf, CEO of AMX, discuss the role the CEO plays in crafting a company’s marketing strategy.


What CEOs are Looking for in a Sales Leader

In this article, Greg Alexander and George Norton, leader of Heidrick & Struggles Chief Sales Officer practice, discuss what CEOs need in the chief sales officer role.

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