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Pricing is not only a very important, but also a very sensitive issue and it is rarely done right. Pricing of your products and services has tremendous impact on your revenue and even more so on your margin. This course will provide some fundamental insights into popular price issues and will explain tools and methods to do your pricing right.
To find the right pricing for your products and services is one of the most difficult tasks. However, doing pricing carefully has a great influence on your revenue and even more so, on your profits. In the high-tech industry, in my opinion, the only valid approach to pricing is a market-oriented one. That means that [...]
Customers typically use reference prices when making purchase decisions. It is very hard, if not impossible, for anyone to assess the absolute value of a product, service or solution. Therefore, customers compare the price with alternatives. Such alternatives can be other methods of solving the same problem or they can be competitive solutions from other [...]
After you have defined your pricing based on the value of your offering (see previous post on the topic), at some point you will think about changing prices. Unfortunately most start-ups come to that point too soon and too often they think only about one direction to go for their prices – down. The reason [...]
In start-ups there is a constant fear by the top management that the prices might be too high and therefore not enough customers will buy. Along with this there is always a tendency to reduce prices or to offer large discounts, in the false hope that this would accelerate Sales. The reason for such fear [...]