Drivers of value
The core principles of pricing can definitely help quantify the benefits of performance, productivity gains, cost or revenue drivers, and th
How to influence willingness to pay
Differentiation is the “result of efforts to make a product or brand stand out as a provider of unique value to customers in comparison with
Lessons on Implementing a Price Increase
1. Never Increase the Price for the Exact Same Offering
2. Hold on to Your High-end Customers
3. Charge Premium for Your Differentiation
4.
Monetization-First Product Development
Once you determine why and how much value people put over your solution, only then you can determine the price point at which you must deliv
How to Quantify the Benefits of a Solution
The economic value of a benefit or combinations of benefits act as the building blocks in a solution stack. Once estimated, you can add the
Pricing Digital Products and Data - Part 8
You can never really catch up in digital
Remember how long it took most organizations to become a digital enterprise? It took more than two
Pricing Digital Products and Data - Part 7
Today, we go back to our original question? How will you create new digital services, experiences, and transformations that customers are wi
Pricing Digital Products and Data - Part 6
Unless you begin the innovation process with monetization in mind, you simply cannot know to which value stack – and therefore price point –
Pricing Digital Products and Data - Part 5
Ask yourself this question: what’s the one value metric that would allow your revenues to grow if you acquire no new customers? A monetizati
Pricing Digital Products and Data - Part 4
From a product management point of view, there are few different value stacks out there for which you can develop your product. But only whe
Great, You Have a Product! But Do You Have a Business?
Pricing is about how the exchange of value takes place between your company and your buyers. Therefore, it touches on all 3 aspects of value
A Value-Based Value Proposition
A value-based approach is critical in formulating a successful value proposition. The value-based approach helps marketing and sales teams t
How to Quantify Your Value Proposition
A powerful value proposition focuses your messaging around the key benefits that your offering provides to its buyers and users. What makes
