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The sales strategy of “Land and Expand” is common among software companies. So common, in fact, that it might be fair to call it accepted […]
Read Full Article >>Portfolio An unsurpassed track record. Since 1982, we’ve been perfecting the science behind the art of software pricing for a multitude of companies. See a […]
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We don’t haveto disparage our competitors.Because we have none. We were the first firm focused on pricing software and intellectual property, developing such innovations as […]
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Early in my career, I fell for a competitor’s spying ruse. I was working a tradeshow booth during the busiest traffic period when a “prospect” […]
Read Full Article >> It’s been said that you learn the true character of a person by how they respond to adversity. That applies to companies, too, and throughout […]
Read Full Article >> We recently introduced our thoughts on the need to create a Chief Monetization Officer (CMzO) executive role, particularly for software companies. Two factors are at […]
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Sagar Thakur, former head of pricing for OSISoft, explains why B2C techniques like Willingness-to-Pay are “vastly inadequate” in addressing B2B pricing problems.
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In the 1980s, when Information Systems was gaining a foothold as a vital corporate discipline, most companies managed their “computer guys” (they were almost always […]
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