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The Dangers of Situational Pricing in Software Sales: Why Transparency Matters
To read the original Forbes article, click here. What is Situational Pricing? Situational pricing is the controversial practice of charging...
How Software Leaders Can Price for Simplicity And Profitable Growth
To read the original Forbes article, click here. You can read part one of the discussion on the inherent dangers...
Why Software Companies Should Stop Using Content Frameworks for Pricing
To read the original Forbes article, click here. If you've ever used a marketing content framework like buying personas to...
Forbes: Why Some Software Companies Are Unknowingly Pricing Their Solutions Like 1980’s Manufacturers
To read the original Forbes article, click here. When it comes to software pricing, it turns out most software companies...
Forbes: In Software, Decoupling Pricing From The Product Life Cycle Is A Losing Strategy
To read the original Forbes article, click here. At many software companies, there’s a puzzling paradox: Executives and their teams...
Forbes: Why Software Pricing Shouldn’t Be A Greenfield Project
To read the original Forbes article, click here. Software executives often make the mistake of ignoring historical pricing and transaction...
Improvising Pricing Is A Losing Game
To read the original Forbes article, click here. Forbes: The Dangers of Winging It In Software Pricing Software leaders and...
Willingness to Pay, The Biggest Contributor
To read the original Forbes article, click here. Forbes: How Salespeople Influence Willingness To Pay The idea that customers primarily...
Willingness to Pay, It’s More Complicated
To read the original Forbes article, click here. Forbes: To Land On The Right Pricing, Software Leaders Must Look Not...
SaaS Pricing: Ditching the Smoke & Mirrors
To read the original Forbes article, click here. Forbes: To Fix The Broken State Of Software Pricing, The Industry Must...
The three worst B2B SaaS pricing errors – and how to avoid them
These software pricing errors zap revenue and profit The number 1, absolutely worst error you can make in B2B SaaS...
In B2B software, 90% of value-based pricing and selling is a hoax
Salespeople in the B2B software world are often prodded to “sell on value.” In most cases—I’ll estimate 90%—they’re being asked...
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...
How to Utilize Programmatic Pricing when Selling Software to Procurement
If you sell your product to other businesses or government, you’ve undoubtedly encountered the challenge of the Procurement Department. When Procurement gets involved, whether to negotiate a purchase...
The Fundamentals of Effective Software Discounting
The importance of discounting to a software company can hardly be overstated, as the difference between the right and wrong...