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How Pricing Affects Selling Strategies

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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...

Why Investors are Starting to Pay More Attention to Pricing Data

The software trade has always been central to the institutional investment world. Silicon Valley and its subsequent lookalikes were literally...

The Critical—But Until Now Under-Recognized—Importance of Data in Software Pricing Strategy

If you’re a sports fan, you are probably familiar with “Moneyball”, the story of baseball’s small-market Oakland A’s successfully deploying...

To Improve Pricing, Software Companies Must Get Serious About Competitive Intelligence

Soon it will be football season and millions of Americans will dedicate considerable energy to their favorite obsession. Meanwhile, the...

An Introduction to Successful Software Pricing

Of the many questions software executives must answer, those concerning software pricing may have the most significant impact on their company’s overall success. Pricing has a...

Bye Bye Beta: A Better Way to Think About Early-Phase Software

Recently, I wrote an article about avoiding “pricing traps” during the beta phase, a common challenge for software companies. My...

Is an RFP a Good Way to Choose a Pricing Consultant?

Software execs dread the time it takes to respond to RFPs (Request for Proposal), the limits placed on them to gather...

Thanks to 2020, Software Pricing is an Essential Consideration for 2021 Planning

For software companies, 2020 has been boom or bust. While some of us have benefitted from the massive disruption and...

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