PHASE 1: MARKETS

Focus on the markets where you can develop and exercise pricing power.

 

Identifying markets where you will have a competitive advantage will fuel the growth of your business. Not all markets are equally attractive from a pricing perspective. Mature, low-growth markets where products have little opportunity for differentiation don’t allow much room to create and capture value. Companies grow faster when they can enter growth markets and set prices to capture the value that their differentiated solutions provide.

Rapid Diagnostic

1. You know the market size, growth rate and served market share.

2. Your growth rate is above the market growth rate.

3. You have identified how many competitors you have for each segment and who they are.

4. You have identified the type of each competitor (Direct, Indirect, Replacement).

5. You have identified the predominant type of competition in each market segment (Price, Value, Relationship).

6. You have identified the growth rate of each competitor.

7. A portion of your growth comes from increased average selling price (ASP).

8. Your growth goals require (a) a share gain from competitors or (b) a share of market growth is sufficient.

9. You have identified which market type you compete in (Negotiated vs. TIOLI).

10. You frequently conduct Market Problem Analysis to identify the actual problems your customers are trying to solve today.

Deliverables

• Market Segment Definitions

• Market Attractiveness Criteria

• Market Adjacency Identification

• Market Share

• Total Available Market (TAM)

• Market Problem Analysis (frequency, pain, willingness to fix)

• Product Win Strategy

INDUSTRY
STRATEGY AREA
CONTENT TYPE
Company Self-Evaluation Tool
August 21 2019
Company Self-Evaluation Tool
VIEW
Inside Sales Sniff-Test
August 19 2019
Inside Sales Sniff-Test
VIEW
Customer Experience Interlock Tool
August 13 2019
Customer Experience Interlock Tool
VIEW
previous
1 of 128
right
Loading...
Pricing Strategy
5 Reasons Why Your Pricing Vendor Needs Sales Expertise
Driving effective cross-functional interlocks is a best practice for B2B organizations looking to accelerate revenue growth. However, one interlock that often gets overlooked in go-to-market transformations is the relationship between Sales and Pricing. Too often, Sales views Pricing as a...
Read More
Pricing Strategy
If You Have No Problem with Generating Revenue, You May Have a Pricing Opportunity
Are you growing faster than your competitors?  Have you started the year off blowing out your plan?  If you answer yes, congrats, you have a good “problem” on your hands.   What CEO doesn’t want to grow even faster? It gets the...
Read More
Pricing Strategy
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...
Read More
Pricing Strategy
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...
Read More

Stay up to date with our latest insights, benchmarks, strategies & more

CREATE AN ACCOUNT

Join our team of passionate professionals and find your full potential

ALL OPEN POSITIONS