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...
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...
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...
SPP’s Chris Mele featured on SaaS Story in the Making Podcast
Here’s a common and costly mistake software companies make. They spend enormous time and resources planning and building their solution...
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...
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...
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...
- « Previous
- 1
- 2
- 3
- Next »