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If you’re right pricing B2B software, you don’t have to push to close sales
How to close software deals without trying too hard What’s the best way to close a SaaS sale or other...
Three more B2B SaaS Pricing Errors – and how to avoid them
Additional software pricing errors that zap revenue and profit In my previous post, I discussed the three worst pricing errors...
SPP’s Chris Mele featured on SaaS Story in the Making Podcast
Here’s a common and costly mistake software companies make. They spend enormous time and resources planning and building their solution...
Don’t use grandfathered pricing tactics!
This widespread practice greatly increases pricing risk by giving away revenue In this second blog in our series on the risks...
Risks of changing software pricing—what could go wrong?
Pricing deployment risks range from wasting your time to crashing your business model The truth is, despite the popularity of...
How software pricing fluency affects sale closing and deal velocity
Is your sales team fluent in software pricing? Two of my favorite stories, told to me by sales execs, demonstrate...
The Roles and Responsibilities of the Chief Monetization Officer
Last year, we started banging the drum about the need for software companies to place a Chief Monetization Officer—we call...
Get out of Dodge!—time for software pricing to join the modern world
Market Fairness Pricing works better and increases value for both software buyers and sellers As I discussed in a recent...
Software Pricing is the Wild Wild West
Both buyers and sellers are shooting themselves in the foot As software design and development has evolved into a highly...
Product Led Growth: What No One Tells You About That You Really Need to Know
One of the best things about the software industry is its unwavering belief that there is always a better way. ...
Chris Mele explores consumption pricing strategies on Metrics That Measure Up Podcast
In a recent article explaining the use of consumption pricing as a pricing strategy, we mentioned the increased attention being...
Don’t Neglect Sales When Re-Engineering Your Pricing Strategy
I heard a story recently about a teenager who drove his father’s new Lamborghini and quickly wrecked it into a row of trees on the side of the road....
Competitive Intelligence in Software
Competitive intelligence (CI) is a vital input for effective pricing design. But too often, CI is conducted unethically, exposing the...
SPP’s Chris Mele featured on Art of Procurement Podcast
Ask 10 software executives how they feel about RFPs and you’ll likely get 10 bitter answers back. By and large,...
How the Use of Pricing Data is Widening the Lead for High Performing Software Companies
A decade and a half ago, Clive Humby, a British mathematician and data scientist, coined the phrase “data is the...