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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...
How To Think Strategically (Without A Consultant)
The best way to find the sweet spot for pricing is to not focus on pricing. Whether you're on a...
How to Price Software – an Introduction
Figuring out how to price your software is often considered the root canal of business. Both procedures are painful and...
Are Your Customers too Smart for Your Land & Expand Strategy?
The expand part of your land & expand strategy ought to be a no-brainer for customers. Buying more software licenses...
Lost in the weeds of getting paid fairly for your software?
Consistently getting paid fairly for the value your software delivers is not as easy as it sounds. Software companies routinely...
How Your Competitors’ Customers Can Help Guide Your Software Pricing Strategy
Even though Innovation is the lifeblood of software development, it’s rare for any software product to be unique enough to...
On-Premise to Cloud Transition
Transitioning a software product from on-prem to cloud-based can be like letting go of the life raft in the middle...
5 Things You Need to Know About Competitors That You Can’t Learn on Their Websites
Like most software companies, you probably start your competitive intelligence (CI) efforts by looking at competitors’ websites. They are the natural place...
3 Discounting Approaches That Slow SaaS Growth
For those who sell software, discounting is a fact of life. That’s particularly true for SaaS companies selling to businesses,...