Pricing Basics

Articles and presentations covering the full range of issues and decisions involved in pricing software and related services. The focus in on software licensed on a perpetual basis. Non-traditional licensing approaches such as Software as a Service and Subscription licensing are addressed in greater depth under Non-Traditional Licensing.

Strategy and Structure

Materials covering the formulation of pricing strategies and extending to encompass key structural decisions including pricing metrics, packaging, and scheduled discounts.

• A Software Pricing Primer - two-page article highlighting pricing basics
• Multicore Processors: The Last Straw for Hardware-Based Pricing? - 30-slide presentation given at SoftSummit 2005
• License Managers: An Opportunity to Charge a Premium Price - two-page article full of content

Price Levels

Materials that address the task of setting price levels that are well aligned with value delivered to customers.

• Probing for Value - four slides describing how to assess value delivered from the customer's perspective
• Think Twice Before You Reprice - four-page article that appeared in the Journal of the Professional Pricing Society
• Quick and Dirty Half Dozen - 36-slide presentation describing how to iterate into the right price

Pricing Process

Materials addressing the process of pricing - how sound processes can increase the likelihood of making consistently sound pricing decisions.

• Value-Driven Pricing: Customer Alignment is Key - 30-slide presentation given in 2006
• Avoiding the Perils of Pricing - brief article containing ten tips that can improve pricing outcomes
• Why Pricing is Hard to Do - article describing how to make a difficult task somewhat easier

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