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...
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...
Should you display pricing on your website and how much detail should you provide?
One of the livelier debates among software companies is how much pricing detail should be displayed on their website or...
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...
It’s Wise to Question the Big Assumption about Consumption Pricing
Consumption pricing–a licensing model where software is sold based on use (actual traffic, transactions, etc.) rather than a fixed fee–is...
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...
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...
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...
Meet Your New Best Friend In a Post-Pandemic World: The CMzO
We recently introduced our thoughts on the need to create a Chief Monetization Officer (CMzO) executive role, particularly for software...
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