Leading B2B companies know and understand how to effectively sell the value of their products to customers. Yet selling multiple products or modules together to create complete solutions for the customer presents its own unique set of challenges. In return for giving you, the supplier, all of their business, customers expect a volume discount. But in fact, for many vendors, the ability to offer complete solutions to customers can be an important competitive differentiator. And instead of capturi
In our recent webinar, "How to Grow Profitably by Capturing Value", Harry Macdivitt shared best practices for uncovering underlying customer needs, and delivering value propositions that convincingly demonstrate why customers should buy from you. Part one of the interactive Q&A session is recapped below, and click here for part two.
Q: What advice do you have for reeling in smaller customers who have been given aggressive pricing, without losing their business?
A: Ultimately, you get what yo
In our January 2013 webinar, "Maximizing ROI In Product Development", presented by Dr. Stephan Liozu, he shared his framework of integrating ROI in new product development (NPD) processes. Below is part 1 of a 2-part extended Q&A session with webinar participants. Click here to watch the recording and get a copy of the presentation slides. Click here to read Part 2 of the Q&A.
Q: What is the key stumbling block to maximizing ROI in new product development?
A: The biggest one that I've s
This is Part 1 of a two-part post. Click here for Part 2.
Many companies want to implement value pricing, but have had limited success in achieving their goal. Many attempts at value pricing fail because there is a broken link in the Value Pricing Process Chain, which consists of four key elements. Break a link and your pricing strategy will fail.
An understanding and application of value pricing principles should be at the foundation of any pricing activity. Many companies want to move to value
Last month, the Professional Pricing Society held its 2012 Fall conference in Orlando, bringing together pricing professionals from around the country to learn impactful strategies, tactics, and techniques to improve profitability. Here are four key takeaways from the conference:
Organizations Continue To Underprice Relative to the Value They Deliver
In his keynote speech, Reed Holden of Holden Advisors discussed how companies are failing to sell high value products or services at a fair price
Last week, pricing professionals gathered in downtown Pittsburgh to share insights, trends, and best practices for pricing. The event, hosted by the Western PA Pricing Professionals Group and The Pricing Cloud, featured a breakfast panel and presentations on topics that included the power of value-based pricing and best practices for value modeling. We observed three key themes that emerged from the conference:
An organization-wide transformation to a value-based pricing strategy c
Our latest webinar, "Competitive Intelligence and Pricing", featured Brian Clarke, VP of Pricing Evaluation at IDC, who described the changing landscape of competitive pricing intelligence and why pricing professionals need more than common data collection tools today. Brian also provided best practices for collecting, analyzing, and making strategic decisions with competitive pricing intelligence. During the live webinar, the audience submitted a number of great questions. Brian's answers are r
The post below is a response to an interesting question sent to our pricing experts. If you have a pricing question, please send it to AskTheExpert@leveragepoint.com.
Q: The marketplace I compete in uses discounting to create value for the end user. Typically we price our solutions fairly and rarely discount. We explain to prospects that not only our products have integrity but also our pricing. We don’t want one user to pay X for a solution and then hear that someone paid ½ X down the stree
Chemical executives today face tremendous pressure in protecting margin in the midst of economic uncertainty. Over the past year, our customers have successfully dealt with five specific business challenges using a value-based approach. Click the links below to learn more about their success stories and best practices.
5. Fighting Product Commoditization
Product innovation is essential for fighting forces of commoditization within the product lifecycle. Experience shows that the best window o
In our April webinar, Jim Geisman, Founder and Principal of Software Pricing Partners, talked with us about how the nuances of complex sales negotiations and ideas that can save you valuable time, money and aggravation. Click here to watch the recording or to download a copy of the slide deck and here to read part 1.
This is part two in a two-part series in which we review some of the questions which came from the audience. In the first installment, we focused on the general negotiation tips. No