Discounting in Enterprise Software: Challenge & Opportunity

The enterprise software industry has trained its customers to expect discounts. The list price is seen, at best, as a starting point for negotiation, and in many cases is simply irrelevant, something that doesn’t even act as a reference price….

How Does Pricing Support the Sales Function?

About a month ago we posted the above question on a number of our favorite groups. This provoked some vigorous discussion, and as this was spread across different groups we wanted to pull the main threads together and share them…

For a Wider Conversation on Value-Based Product Management, Pricing, Marketing & Sales

LinkedIn is emerging as an excellent place for conversations between professionals. There are good groups for product management, pricing, marketing and sales (and many other topics). Some of the groups that LeveragePoint its advisors and customers participate in are listed…

Are Software as a Service Vendors Innovating on Pricing Metrics?

Pricing metrics are the unit that something is priced in – we buy bread by the loaf, hamburger meat by the pound, frozen hamburgers by the patty. Choice of a pricing metric is one of the most subtle yet powerful…

A Value Model for Call Center Software

One can make a strong case that setting prices for software is a relatively more challenging task compared to setting price for other products and services.  Since all software essentially comes down to lines of code, why is it that…

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