Pricing Strategy Diagnostic

Phase 1: Markets
Score your organization against this statement:
We focus on the markets where we can develop and exercise pricing power.
How well does your business do this?
Not very well
N/A
1
2
3
4
5
Very well
How important is this to your business?
Not very important
N/A
1
2
3
4
5
Very important
Phase 2: Accounts
Score your organization against this statement:
We prioritize accounts that appreciate our value proposition and are willing to pay for it.
How well does your business do this?
Not very well
N/A
1
2
3
4
5
Very well
How important is this to your business?
Not very important
N/A
1
2
3
4
5
Very important
Phase 3: Buyers
Score your organization against this statement:
We understand the pricing implications of how buyers buy.
How well does your business do this?
Not very well
N/A
1
2
3
4
5
Very well
How important is this to your business?
Not very important
N/A
1
2
3
4
5
Very important
Phase 4: Business Objectives and Strategies
Score your organization against this statement:
We match the business objectives of our growth strategy to our pricing strategy.
How well does your business do this?
Not very well
N/A
1
2
3
4
5
Very well
How important is this to your business?
Not very important
N/A
1
2
3
4
5
Very important
Phase 5: Competitive Positioning
Score your organization against this statement:
We understand and influence buyer perception.
How well does your business do this?
Not very well
N/A
1
2
3
4
5
Very well
How important is this to your business?
Not very important
N/A
1
2
3
4
5
Very important
Phase 6: Revenue Model
Score your organization against this statement:
We align our pricing model with the value our customers expect to gain from our products.
How well does your business do this?
Not very well
N/A
1
2
3
4
5
Very well
How important is this to your business?
Not very important
N/A
1
2
3
4
5
Very Important
Phase 7: Versioning
Score your organization against this statement:
We design product versions that will increase average selling price and what our customers buy.
How well does your business do this?
Not very well
N/A
1
2
3
4
5
very well
How important is this to your business?
Not very important
N/A
1
2
3
4
5
Very important
Phase 8: Renewals
Score your organization against this statement:
We capture more value from our existing base of customers over time.
How well does your business do this?
Not very well
N/A
1
2
3
4
5
Very well
How important is this to your business?
Not very important
N/A
1
2
3
4
5
Very important
Phase 9: Price Level Optimization
Score your organization against this statement:
We determine the viable price range and optimized price for customers based on their willingness to pay.
How well does your business do this?
Not very well
N/A
1
2
3
4
5
Very well
How important is this to your business?
Not very important
N/A
1
2
3
4
5
Very important
Phase 10: Structured Discounting
Score your organization against this statement:
We discount strategically to increase sales volume and average deal size.
How well does your business do this?
Not very well
N/A
1
2
3
4
5
Very well
How important is this to your business?
Not very important
N/A
1
2
3
4
5
Very important
Phase 11: Value Messaging
Score your organization against this statement:
We maximize wallet share and drive up the customer’s willingness to pay by market segment with compelling messaging.
How well does your business do this?
Not very well
N/A
1
2
3
4
5
Very well
How important is this to your business?
Not very important
N/A
1
2
3
4
5
Very important
Phase 12: Negotiation Guidelines
Score your organization against this statement:
We arm our sales force with techniques to win deals that maximize price. We integrate these techniques into our coaching plan and our Opportunity and Account Management Processes.
How well does your business do this?
Not very well
N/A
1
2
3
4
5
Very well
How important is this to your business?
Not very important
N/A
1
2
3
4
5
Very important
Phase 13: Price Incentives
Score your organization against this statement:
We improve adherence to our pricing strategy by aligning it to the sales team’s Compensation Design & Quota Setting.
How well does your business do this?
Not very well
N/A
1
2
3
4
5
Very well
How important is this to your business?
Not very important
N/A
1
2
3
4
5
Very important
Phase 14: Price KPIs
Score your organization against this statement:
We track the right metrics to ensure our pricing strategy is successful.
How well does your business do this?
Not very well
N/A
1
2
3
4
5
Very well
How important is this to your business?
Not very important
N/A
1
2
3
4
5
Very important
Phase 15: Tools, Systems and Software
Score your organization against this statement:
We have the appropriate pricing software to help execute our pricing strategy.
How well does your business do this?
Not very well
N/A
1
2
3
4
5
Very well
How important is this to your business?
Not very important
N/A
1
2
3
4
5
Very important
Phase 16: Governance and Org Design
Score your organization against this statement:
We have designed an internal pricing organization to produce and execute upon future pricing strategies.
How well does your business do this?
Not very well
N/A
1
2
3
4
5
Very Well
How important is this to your business?
Not very important
N/A
1
2
3
4
5
Very important