FREQUENTLY ASKED QUESTIONS
What Do You Guys Actually Do?
We’re a product consultancy focusing on innovations in pricing for technology products, platforms, and services. We go beyond making monetization recommendations, and inform all aspects of your product, offer, pricing, and cost structures as well as your go-to-market plan. We offer assessments, coaching, and innovations for getting your pricing right.
What Can Value-Based Pricing Do for Us?
Pricing is one of the most powerful levers to transform good product into good business. A key set of metrics such as profitability, average revenue per buyer, buyer acquisition, buyer lifetime value, and buyer retention are all driven by your pricing strategy, structure, and model Only value-based pricing enables you to align your revenue model with the benefits received by your different types of customers.
What's Your Pricing Process Like?
First we discover the right pricing structure, pricing model and pricing window specific to your space and product lifecycle. We then use that learning to configure and/or reconfigure your product and offer structures. Next, we help you to optimize your cost structure informed by your product, offer, and pricing structures. Finally, we support you in aligning your new go-to-market plan with your product strategy and growth goals.
What Does a Good Pricing Strategy Look Like?
Your pricing strategy aligns your product, offer, and pricing structures with your overall growth strategy.Getting pricing strategy right means identifying the pricing structure, pricing model, and pricing window, that drives acquisition, monetization, and profit growth - all at once.
What's in a Pricing Structure?
Pricing structure is key to aligning your prices with each of your customer segments in a specific purchase context. A good pricing structure is one that maximizes the revenue that you can generate from each of your different types of customers. This is an area where many product owners and marketers experience great difficulty, especially in fencing their new offering in relation to their current offerings.
How Do You Determine Willingness-to-Pay?
We have the following primary data collection options are available and included in most of our plans:
- Pricing research design and survey
- Customer and prospect interviews
- Design of experiments for price testing and validation
- Competitive market mapping
- Full market simulations
What Is Value-Based Pricing?
The goal of Value-Based Pricing is to align your pricing structure with the value that is received by each of the different types of customers. We partner closely with your team(s) to determine the prices that best signal the differentiated value of your offering over the value offered by your competition.
What Is a Profit-Adoption Model?
Our Profit-Adoption Model is a financial and scenario-based model which is designed to identify the adoption levels that will drive the highest levels of long-term profitability. We scenario-test alternative price levels and determine the price points that will communicate your highest competitive value.
What's Your Approach to Competitive Analysis?
Our competitive analysis helps to identify the relevant reference points to determine the value of your differentiated offerings. Whether your offering is new-to-the-world or next generation, it's important to build your value proposition in relation to the value of the competing offers as well as substitute solutions.
What's Your Approach to Monetization?
We scenario-test alternative models of monetization as well as the product, service, and solution bundles, and determine the model that is most fit for executing your go-to-market strategy, profitably.