General Motors recently recalled 474,000 vehicles, many of which are being returned to dealers so they can “recalibrate the software”. I wonder if they factored that into their pricing process.
Nick Mehta, CEO of Gainsight, talks at SIIA’s Maximize conference in 2014 about why software companies should accelerate their customers’ time to value.
Learn the differences between a pricing model and a Monetization Model and better understand what pricing is all about.
Sandhill just published a smaller research study on the five most prevalent sources of pricing pressure. Learn why selling value is still a tough challenge for software firms.
When is the last time you went through your software company’s sales attic to shore up your selling process?
Negotiating like a SaaS pro takes a careful approach when making concessions. Do you have the correct process in place for your sales team during the critical negotiation and close part of your selling process?
Jim shares three tips for developing a tiered pricing structure that clearly communicates the value of your various product options or editions on the OpenView Finance Lab blog.
When a prospect that’s about to close asks for something (a Nibble), do you know how to combat it?
Many executives wonder why sales aren’t coming as fast or as easily as they should – despite their best efforts to focus on the right customers with the right product and the right benefits. One possibility that’s often overlooked is at the heart of a pricing model.