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Getting Your Pricing Right – A BCTIA Panel Discussion in Vancouver

"Companies that priced, marketed and sold on value earned operating profits 24% higher than the industry average" - John Hogan, 2009 LeveragePoint CEO Steven Forth will join sales coach extraordinaire Reg Nordman from Rocket Builders and ...

Radiology in the Cloud – What is the Differentiated Value?

Remember the old X-Ray room, with doctors standing before a light board peering at black and white images with frowns on their faces? This is still what happens in many hospitals around the world. It is sort of like reading your news on paper. ...

The Real Growth Driver: Blending Commoditization and Differentiation

Economists and marketers are divided on what drives growth. Most economists believe that efficient markets are the key. An efficient market requires transparent information about prices and products that can easily be substituted one for ...

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. ...

SPIN Selling for a Tough Economy: Getting Concrete on Implication & Need-Payoff

Every once in a while it can help to go back and look at the classics, and for modern B2B sales one of those classics is Neil Rackham’s SPIN Selling. Originally published in 1988, SPIN Selling was one of the first sales books to be based on ...

Read this if you Plan to Sell Hardware to AT&T!

The other morning I had an opportunity to listen to John Donovan, Chief Technology of AT&T who was presenting at a Mass Technology Leadership Council event, "The Future of Mobile" at Microsoft NERD here in Cambridge. A key theme was the ...

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 here. The ...

Finding Value Data is LeveragePoint’s Latest Innovation

Once you unlock the mystery of building a value model (note: it’s much easier than you think), the next challenge is inevitably, “where do I get the data for this?”  Value models run on data. Data about your products' features and benefits ...

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 ...

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 decisions that a company can ...

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