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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 self-organization; rather than have a pre-defined agenda, participants…

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 computing, such as Appirio. The…

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…

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