Generative AI (GenAI) Pricing Challenges
In the late 1990s, I attended a meeting with a startup healthcare software company that had built an impressive solution...
B2B Pricing Software: A Complete Guide for Revenue Growth
Your pricing strategy directly impacts your bottom line, yet most B2B companies still use spreadsheets that cost them millions in...
AI-Driven Pricing vs. AI-Augmented B2B Pricing — Why Human Expertise Still Matters
Artificial intelligence is pushing boundaries in the software industry, pricing included, but not necessarily in the way you might predict...
From Services to Software—and Back Again: Navigating the New B2B Consulting-Software Convergence
The boundary between B2B consulting and B2B software companies is blurring again. With AI gaining momentum, today’s market demands faster,...
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...
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...
Why Continuous Monetization is so Vital to the Future of your Software Company
There is a myth about pricing that software companies often let themselves believe. It involves the notion that once a...
How software pricing facilitates value-based selling
B2B software providers can do more to equip their salesforces for success My first blog in this series explained why...
Is premium pricing a good strategy for B2B software?
Will a premium pricing strategy increase your revenue and profits? In online discussions of pricing strategies, you’ll often see strong...
B2B Pricing: Is value-based pricing undercutting the value of your B2B software?
Borrowing B2C pricing methods doesn’t work for B2B—here’s what does My previous blog explained why 90% of value-based pricing and selling...
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...
Your SaaS Investors May Soon Demand a Chief Monetization Officer
The Importance Of A Chief Monetization Officer In part 1 of this series, we recently proposed that executive teams at software companies...
Who’s the Boss? Why you must hold the line on pricing
Setting prices is challenging, especially for software, where prices must account for a product that is continuously getting better with...