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Finding the Customer’s Value in Mold Reduction!

Recently I was reminded yet again that value is both a simple yet subtle concept.  We were reviewing a value model created by one of our client's marketers for a new construction product that is sold to residential building contractors. The ...

Paddling Up the Value Waterfall

The pricing waterfall is a classic and widely used framework for understanding and managing transaction pricing. It illustrates the drop (like a waterfall) between an official list price and the final "pocket" price that the seller sees. ...

Eastman Uses Economic Value Estimation™ to Understand the Value of New Polymer for its Customers

Eastman Chemical Company chose "The results of insight™" as a tagline to summarize and capture their focus on marrying innovation and solutions that work. They are referring to their deep insight into chemical and industrial processes, and into ...

“Pricing Leadership: Navigating through Tumultuous Times” by John Hogan

John Hogan, management consultant, author, and LeveragePoint advisor, recently delivered a keynote at the Professional Pricing Society’s annual conference in Orlando in October. The talk on “Pricing Leadership: Navigating through Tumultuous ...

Frame Value from the Customer’s Perspective

Your Price Metric Should Reflect How Your Customer Uses Your Solution To Create Value One key to a successful pricing strategy is to use an appropriate frame of reference, one that resonates with your customer’s point of view. In other ...

Freemium – How to Price Your Product for Free

Can you believe that there is a wrong way to price a free product?  That premise sounds a bit counter-intuitive.  Giving it away should be the easiest pricing strategy to implement.  Actually, it isn’t. Recently, a group of executives shared ...

Everybody Has a Pricing Problem

Yesterday I attended the MassTLC annual Innovation unConference  with hundreds of other professionals from the region’s high technology community including luminaries like Dan Bricklin and Bob Metcalfe.  The principle behind unConferences is ...

Leveraging a SaaS Value Story

Software-as-a-Service (SaaS) and more generally cloud computing are now widely accepted as a perfectly viable IT strategy for large and small enterprises alike. There are even services companies focused on accelerating the adoption of cloud ...

Are Value Maps Leading you Astray?

Everyone agrees that value is critical to business and that we should sell based on the value we provide and buy based on the value the purchase will create. But value can be a hard thing to communicate.  And what do we mean when they say ...

A Tough Year For Software: Thoughts on Driving Growth and Margin

A Guest Post by Tom Lucke It’s been a tough year for the software industry.  Enterprise IT budgets have been slashed, corporate layoffs have reduced the need for incremental seat licenses, and consumer PC sales are off. Even the supposedly ...

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