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 that 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 how pricing impacts how our buyers make purchase decisions.
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 Price Positioning
Score your organization against this statement:
We understand and influence buyer perceptions with competitive pricing positioning.
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 select and maintain a revenue model that will meet our business objectives and satisfy the needs of our customers.
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 allow customers to choose their own price point and buy faster.
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: Price Metrics and Fences
Score your organization against this statement:
We choose appropriate metrics or fences to scale our pricing to customers with different willingness-to-pay thresholds.
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: Packaging
Score your organization against this statement:
We package multiple products or solutions together to raise average sale prices.
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: Continuing Monetization
Score your organization against this statement:
We set ourselves up to grow customer revenues over time through continuous monetization efforts.
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: Price Level Optimization
Score your organization against this statement:
We determine the viable price range and continuously optimize price levels 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 12: Structured Discounting
Score your organization against this statement:
We discount strategically in order 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 13: Value Messaging
Score your organization against this statement:
We drive up the customer’s willingness-to-pay with compelling, value-based 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 14: Negotiation Guidelines
Score your organization against this statement:
We arm our sales force with negotiation techniques and guidelines to win deals that maximize price.
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: Price Incentives
Score your organization against this statement:
We improve adherence to our pricing strategy by aligning it to the sales team’s incentives and compensation plans.
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: Pricing KPIs
Score your organization against this statement:
We actively track the right key performance indicators (KPIs) 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 17: Tools, Systems and Software
Score your organization against this statement:
We choose the appropriate pricing tools, systems, and software to help execute on 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 18: Pricing Governance and Organizational Design
Score your organization against this statement:
We designed an internal pricing organization to produce and execute upon future pricing strategies through disciplined pricing governance.
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