Blogcast: Value-Based Pricing – A Simple Definition

Impact Pricing

#Business #Mark Stiving #Value #Marketing #Mark Stiving, Ph.D #Podcasting Education #Price

27:52

We made it— 300 episodes of This Is Woman’s Work ! And we’re marking this milestone by giving you something that could seriously change the game in your business or career: the skill of pitching yourself effectively. Whether you’re dreaming of being a podcast guest, landing a speaking gig, signing a client, or just asking for what you want with confidence—you’re already pitching yourself, every day. But are you doing it well? In this milestone episode, Nicole breaks down exactly how to pitch yourself to be a podcast guest … and actually hear “yes.” With hundreds of pitches landing in her inbox each month, she shares what makes a guest stand out (or get deleted), the biggest mistakes people make, and why podcast guesting is still one of the most powerful ways to grow your reach, authority, and influence. In This Episode, We Cover: ✅ Why we all need to pitch ourselves—and how to do it without feeling gross ✅ The step-by-step process for landing guest spots on podcasts (and more) ✅ A breakdown of the 3 podcast levels: Practice, Peer, and A-List—and how to approach each ✅ The must-haves of a successful podcast pitch (including real examples) ✅ How to craft a pitch that gets read, gets remembered, and gets results Whether you’re new to pitching or want to level up your game, this episode gives you the exact strategy Nicole and her team use to land guest spots on dozens of podcasts every year. Because your voice deserves to be heard. And the world needs what only you can bring. 🎁 Get the FREE Podcast Pitch Checklist + Additional Information on your Practice Group, Peer Group, and A-List Group Strategies: https://nicolekalil.com/podcast 📥 Download The Podcast Pitch Checklist Here Related Podcast Episodes: Shameless and Strategic: How to Brag About Yourself with Tiffany Houser | 298 How To Write & Publish A Book with Michelle Savage | 279 How To Land Your TED Talk and Skyrocket Your Personal Brand with Ashley Stahl | 250 Share the Love: If you found this episode insightful, please share it with a friend, tag us on social media, and leave a review on your favorite podcast platform! 🔗 Subscribe & Review: Apple Podcasts | Spotify | Amazon Music…

大约1年之前 4:06

MP3•单集首页

This is an Impact Pricing Blog published on August 15, 2024, turned into an audio podcast so you can listen on the go.

Read Full Article Here: https://impactpricing.com/blog/value-based-pricing-a-simple-definition/

If you have any feedback, definitely send it. You can reach us at mark@impactpricing.com.

Now, go make an impact.

Connect with Mark Stiving:

Email: mark@impactpricing.com
LinkedIn: https://www.linkedin.com/in/stiving/

515集单集

Blogcast: Value-Based Pricing – A Simple Definition

Impact Pricing

22 subscribers

published 大约1年之前

MP3•单集首页

This is an Impact Pricing Blog published on August 15, 2024, turned into an audio podcast so you can listen on the go.

Read Full Article Here: https://impactpricing.com/blog/value-based-pricing-a-simple-definition/

If you have any feedback, definitely send it. You can reach us at mark@impactpricing.com.

Now, go make an impact.

Connect with Mark Stiving:

Email: mark@impactpricing.com
LinkedIn: https://www.linkedin.com/in/stiving/

515集单集

#Business #Mark Stiving #Value #Marketing #Mark Stiving, Ph.D #Podcasting Education #Price

所有剧集

1
Unlocking Value in Distribution: Effective Pricing Systems Explained with Jared Smith 35:35

2天之前35:35

35:35

Jared Smith is the CEO of PriceSmith, a consulting firm specializing in pricing strategies for distributors and light manufacturers. With a background in pricing systems from Vendavo and experience as an adjunct professor at Oklahoma State, Jared brings a wealth of knowledge to the table. He is passionate about helping companies optimize their pricing strategies to capture more value. In this episode, Jared shares his journey from Frito-Lay to leading pricing innovation in the B2B distribution space. Together, they explore the key distinctions between B2B and B2C pricing models, especially the negotiation-heavy and data-rich nature of distribution. Why you have to check out today’s podcast: Learn about the differences between B2B and B2C pricing strategies. Understand the role of pricing systems in managing large SKU portfolios in distributorship. Discover how to effectively segment customers for better pricing strategies. “Invest in your master data and keep chipping away at it. Start with 80/20 of your products and get that right.” – Jared Smith Topics Covered: 01:42 - Jared shares how he got into pricing after his MBA and experiences at Frito-Lay and in B2B distribution. 02:57 - Discussion on the differences between B2C and B2B pricing, including transparency and data access. 06:06 - Challenges in understanding why customers buy and the limitations of data analytics. 12:55 - Jared explains his focus on distribution and the unique challenges it presents. 14:40 - Discussion on the relevance and limitations of cost-plus pricing in distribution. 19:17 - Exploration of how to implement good, better, best pricing in distribution. 25:28 - Discussion on whether distributors publish prices or rely on quotes for transactions. 26:33 - Jared shares insights from Uber experiences and how they relate to distribution pricing. 31:27 - The impact of customer loyalty on pricing strategies and potential risks. 32:55 - Jared's key piece of advice on investing in master data for better pricing strategies. 33:58 - Connect with Jared. Key Takeaways: “Distribution is an amazing thing. Obviously, it's worldwide. And the simple fact of it, it has two very unique aspects. The first one, a lot of SKUs. And then, the second one is that you have a lot of customers.” – Jared Smith People/Resources Mentioned: PriceSmith: https://www.pricesmith.com/ Vendavo: https://www.vendavo.com/ Oklahoma State University: https://www.okstate.edu/ Pepsi: https://www.pepsi.com/ Frito-Lay: https://www.fritolay.com/ Coca-Cola: https://www.coca-cola.com/ Apple: https://www.apple.com/ LG: https://www.lg.com/ Uber: https://www.uber.com/ Lyft: https://www.lyft.com/ Connect with Jared Smith: LinkedIn: https://www.linkedin.com/in/jaredpaulsmith/ Email: jared@pricesmith.com Connect with Mark Stiving: LinkedIn: https://www.linkedin.com/in/stiving/ Email: mark@impactpricing.com…

1
Blogcast: The Secret to Using AI in Pricing: Ask Expert Questions 2:53

5天之前2:53

2:53

This is an Impact Pricing Blog published on February 17, 2025, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/the-secret-to-using-ai-in-pricing-ask-expert-questions/ If you have any feedback, definitely send it. You can reach us at mark@impactpricing.com. Now, go make an impact. Connect with Mark Stiving: Email: mark@impactpricing.com LinkedIn: https://www.linkedin.com/in/stiving/…

1
Capturing Value, A Guide to Understanding Pricing with James Wilton 29:42

9天之前29:42

29:42

James Wilton is the founder and managing partner of Monevate, a consulting firm focused on pricing strategies. With a background in consulting from McKinsey and A.T. Kearney, James has a wealth of experience in helping companies capture value through effective pricing. He recently published a book titled "Capturing Value," which delves into the strategic importance of pricing in business. In this episode, James discusses the nuances of pricing and its critical role in understanding value within a company. He shares insights on how businesses can develop pricing strategies that align with their value propositions and enhance their overall success. James emphasizes the importance of aligning pricing strategies with corporate goals and understanding customer needs, particularly in the SaaS and B2B sectors. Why you have to check out today’s podcast: Learn about the relationship between pricing, value, and corporate strategy. Gain insights on the differences between B2B and B2C pricing strategies. Understand the evolving landscape of usage-based pricing and its implications. “Being a little bit more thoughtful of thinking about, what are those different levels of offering that I can give? What is the right price metric that really does help me scale across a few different segments? That can make a massive difference to how much value you're able to extract from your market.” – James Wilton Topics Covered: 01:22 – James’ journey into pricing and consulting. 03:35 – The strategic importance of pricing in business. 04:47 – Understanding value and its impact on pricing decisions. 06:24 – The role of pricing in SaaS and B2B companies. 08:12 – Pricing strategy and corporate valuation. 15:05 – James shares insights on pricing AI, arguing that the fundamental principles of pricing remain the same, despite the unique challenges AI presents. 17:08 – James discusses how Monevate is using AI to analyze qualitative research, improving efficiency in summarizing interview results. 20:36 – Exploration of usage-based pricing, with James explaining its advantages and the importance of aligning pricing metrics with the value delivered to customers. 27:32 – James offers key pricing advice for companies, stressing the importance of creating a differentiated pricing structure to maximize value extraction from the market. 28:45 – Connect with James Key Takeaways: "Capturing value is about understanding what pricing should do for your company, to capture a fair portion of the value that you create for your customers." - James Wilton "With AI models these days, you're seeing token-type models that fundamentally focus on the amount of work the system is doing. This results in a cost-based metric rather than a value-based metric." - James Wilton "Value really is getting some kind of utility from something in its basic way." - James Wilton People/Resources Mentioned: Monevate: https://www.monevate.com/ McKinsey: https://www.mckinsey.com/ Capturing Value: https://www.amazon.com/dp/B0DRDVPQJ9 A.T. Kearney: https://www.kearney.com/ RELX: https://www.relx.com/ Steven Forth: https://impactpricing.com/podcast/665-the-future-of-ai-monetization-trends-and-challenges-with-steven-forth/ PayPal: https://www.paypal.com/ Connect with James Wilton: LinkedIn: https://www.linkedin.com/in/jamesdwilton Connect with Mark Stiving: LinkedIn: https://www.linkedin.com/in/stiving/ Email: mark@impactpricing.com…

1
Blogcast: The Psychology of Price Increases: Why a Two-Stage Approach Might Work 4:09

12天之前4:09

4:09

This is an Impact Pricing Blog published on February 10, 2025, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/the-psychology-of-price-increases-why-a-two-stage-approach-might-work/ If you have any feedback, definitely send it. You can reach us at mark@impactpricing.com. Now, go make an impact. Connect with Mark Stiving: Email: mark@impactpricing.com LinkedIn: https://www.linkedin.com/in/stiving/…

1
The Role of Product Managers in Pricing Strategy with Amit Godbole 28:27

16天之前28:27

28:27

Amit Godbole is the founder of ProdSquad, dedicated to simplifying e-commerce technology through improved product management practices. He serves as a fractional chief product officer at FCI CCM and coordinates regional product tank events with Mind the Product, a leading networking organization for product managers. In this episode, Amit discusses the importance of pricing in product management and how it can significantly impact a company's success. He shares insights on how product managers can leverage pricing strategies to enhance value for customers and drive revenue. Amit emphasizes the need for product managers to take ownership of pricing decisions, especially in the SaaS industry, and highlights the value of understanding customer needs and market dynamics. Why you have to check out today’s podcast: Discover how product managers can influence pricing strategies to drive business success. Learn about the evolving role of pricing in product management and why it should be a core focus. Gain insights on how to articulate value in terms of revenue, cost reduction, and risk mitigation. “Discounting typically means you do not value your product, your services, as much as your client does. So, discount should not be part of the strategy.” – Amit Godbole Topics Covered: 01:55 – Amit’s unexpected journey into pricing 03:37 – The traditional view of product management and its evolution 04:55 – The importance of pricing in SaaS and B2B companies 05:54 – How product managers can experiment with pricing strategies 07:33 – The significance of understanding customer value and willingness to pay 09:30 – The role of pricing pages in B2B and B2C contexts 11:23 – Strategies for creating effective pricing pages that communicate value 12:34 – The impact of subscription models on pricing strategies 14:50 – The importance of honesty in pricing and customer communication 19:12 – Value-based to context driven pricing 24:19 – Amit’s best pricing advice for product managers 25:10 – Mark's advice to new pricing analyst Key Takeaways: “Pricing, revenue, and commercial aspects were the biggest levers somebody could pull in to get a product to the success they want.” – Amit Godbole “Product management professionals must understand that value has to be tied to revenue, or a dollar value, because that's the real value you can create.” – Amit Godbole “More companies need to be honest or need to help customers choose the right solution. If that's not right for them, don't upsell that.” – Amit Godbole People/Resources Mentioned: Mind The Product: https://www.mindtheproduct.com/ Figma: https://www.figma.com/ Zoom: https://zoom.us/ Connect with Amit Godbole: LinkedIn: https://www.linkedin.com/in/amitgodbole Connect with Mark Stiving: LinkedIn: https://www.linkedin.com/in/stiving/ Email: mark@impactpricing.com…

1
Blogcast: Stop Thinking of Rebates as Discounts — Here’s What They Really Do 1:51

19天之前1:51

1:51

This is an Impact Pricing Blog published on February 4, 2025, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/stop-thinking-of-rebates-as-discounts-heres-what-they-really-do/ If you have any feedback, definitely send it. You can reach us at mark@impactpricing.com. Now, go make an impact. Connect with Mark Stiving: Email: mark@impactpricing.com LinkedIn: https://www.linkedin.com/in/stiving/…

1
Reimagining Legal Fees: How AI and Subscription Models Create Win-Win Solutions with Mathew Kerbis 29:36

23天之前29:36

29:36

Mathew Kerbis is The Subscription Attorney who is on a mission to affordably serve latent legal market clients at scale via the subscription model and inspire attorneys to abandon the billable hour. He founded the law firm Subscription Attorney LLC. In this episode, Mathew shares how he's leveraging subscription pricing to disrupt the traditional billable hour model in the legal industry, making legal services more accessible. He highlights his strategy of targeting an underserved market while offering premium pricing options for higher-value clients. Mathew emphasizes his business's profitability, operating with minimal expenses while maintaining a large margin and serving both small and large-scale clients. Why you have to check out today’s podcast: Discover how subscription-based pricing is disrupting traditional legal service models, making legal help more accessible and predictable. Learn how addressing the vast underserved legal market can create new opportunities for both clients and lawyers. Gain insights on how offering premium pricing options alongside accessible subscription plans can balance profitability with customer satisfaction. “Don't be afraid to experiment and to try something new. I experiment with my pricing to find what works. And so, you should experiment, too, and listen to Mark.” - Mathew Kerbis Topics Covered: 01:37 - How he was led into pricing 03:24 - Discussing the similarities between doctors transitioning to direct primary care (DPC) and lawyers adopting subscription-based pricing 05:05 - Explaining his flexible subscription model 08:48 - Sharing how instead of tracking time or focusing on cost accounting, he views his business costs as fixed expenses 11:03 - Optimizing efficiency and delivering value through his subscription model 14:04 - Arguing that while clients can access AI tools themselves, they can't match the expertise of a lawyer using them effectively 16:04 - Emphasizing that while AI can generate rapid insights, it requires human judgment to interpret results accurately 18:52 - What he meant when he said he drives prices down and discussing the unmet demand creating a significant opportunity despite price competition in the legal industry 21:53 - Targeting underserved clients while maintaining flexibility to serve both small businesses and larger clients 24:26 - Maintaining accessible pricing while using tiered subscription pricing to price higher 26:30 - Highlighting the importance of strategic pricing to remain competitive without risking client loss or revenue instability 27:30 - Mathew's best pricing advice Key Takeaways: "Ron Baker has educated me on how cost accounting isn't the way to think about what your actual costs are as a business owner." - Mathew Kerbis "What's great about a month-to-month subscription is, I could drop the client just like they could drop me. And the fact that they have the flexibility to leave at any time actually makes them not leave." - Mathew Kerbis “I still want to offer the accessible pricing, but I will have super premium pricing for the best customers that need it.” - Mathew Kerbis "I don't assign any dollar number to my time or the hours that I spend because things don't take as long as they used to. I was using AI when I launched my firm because I knew less time equals more money doing what I do when you're not billing by the hour." - Mathew Kerbis "Sure, you could use the legal AI tools that I'm using, but are you able to get the same output that a lawyer who is actually using the tool in the way in which it was designed can get better output?" - Mathew Kerbis "Judgment is really important. I don't think AI replaces subject matter experts, frankly ever." - Mathew Kerbis People/Resources Mentioned: Ron Baker: https://impactpricing.com/podcast/497-classic-trash-the-timesheet-exploring-opportunities-in-subscription-businesses-with-ronald-j-baker/ Calendly: https://calendly.com Adobe Photoshop: https://www.adobe.com/ ChatGPT: https://chatgpt.com ClaudeAI: https://claude.ai Perplexity Pro: https://www.perplexity.ai/hub/faq/what-is-perplexity-proUber:https://www.uber.com Grandview Research: https://www.grandviewresearch.com Walmart: https://www.walmart.com Target: https://www.target.com Sam Walton: https://en.wikipedia.org/wiki/Sam_Walton Jeff Bezos: https://en.wikipedia.org/wiki/Jeff_Bezos Connect with Mathew Kerbis: Website: https://mathewkerbis.com/ LinkedIn: https://www.linkedin.com/in/kerbisverse/ Connect with Mark Stiving: LinkedIn: https://www.linkedin.com/in/stiving/ Email: mark@impactpricing.com…

1
Blogcast: Overcoming FUD: How to Reduce Fear, Uncertainty, and Doubt in Pricing 3:03

26天之前3:03

3:03

This is an Impact Pricing Blog published on January 27, 2025, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/overcoming-fud-how-to-reduce-fear-uncertainty-and-doubt-in-pricing/ If you have any feedback, definitely send it. You can reach us at mark@impactpricing.com. Now, go make an impact. Connect with Mark Stiving: Email: mark@impactpricing.com LinkedIn: https://www.linkedin.com/in/stiving/…

1
Change Management: Your Secret Weapon in Value-Based Pricing with Paolo De Angeli 32:14

30天之前32:14

32:14

Paolo De Angeli is currently leading the Customer Experience and Customer Value Management teams at Borealis AG. He has a strong background and passion for Customer Value, from Value Creation to Value Based Pricing. In this episode, Paolo shares the importance of persistence for pricing practitioners, encouraging them to confidently share their insights even when facing resistance. He highlights that pricing is not just about numbers but also about effective change management and influencing senior leaders. By staying committed and focusing on both soft skills and strategy, pricing professionals can drive impactful results. Why you have to check out today’s podcast: Gain actionable strategies for understanding customer needs, framing value propositions, and making data-driven pricing decisions. Dive into valuable lessons on building strong supplier-customer relationships. Learn how pricing is as much about effective communication and influencing as it is about numbers, with tips on navigating resistance. “If you are a pricing practitioner, you spend time learning, investing. Maybe like I did, taking some certification like the Professional Pricing Society, or you've been involved in the network. You are entitled to share your opinions.” - Paolo De Angeli Topics Covered: 01:47 - How he found himself in pricing and what made him embrace it 03:45 - Reflecting on the evolution of the pricing profession 05:32 - Articulating the strategic reasoning behind his role as Head of Customer Experience and Customer Value Management 09:09 - Explaining how customer experience and customer value management are interconnected within a continuous commercial operations cycle 14:28 - Emphasizing the importance of having more customer value conversations, highlighting that customers are generally receptive to it 15:33 - Explaining how companies often fear customer value conversations due to the risk of their assumptions being challenged 20:08 - What process he employs when customers suggest improvements 22:05 - The importance of leading value discussions and identifying and addressing specific KPIs that matter to the customer to demonstrate value 25:20 - Highlighting the need to understand the customer's needs before discussing KPIs 27:11 - Why you need to look beyond customer feature requests to uncover the underlying problems 28:56 - How effective value management benefits both the supplier and the customer, creating a win-win scenario 30:13 - Paolo's best pricing advice Key Takeaways: “Everything that we do internally, when we challenge our value proposition, and we try to understand where our differential value is, comes not only from our internal perception but also and above all from what our customers are telling us.” - Paolo De Angeli “Companies are afraid that customers will not talk, will not share, and will destroy these hypotheses and negotiate on price. And the solution for this is to build a relationship that is more going in the direction of partnership than a transaction with your customers.” - Paolo De Angeli “If we want to simplify two main applications for customer value management, one is when you launch a new solution in the market, you need to have a differential value, a compelling value proposition, so that you need to be convincing both internally and externally and explain why anyone in the world should be interested in buying from you this new solution and not an existing one.” - Paolo De Angeli “Managing expectations is the most important thing, it's not because they ask for something that they will get it, but it's, I think that what we owe our customers is to listen to them. Have a conversation on why certain things are possible and others are not, and then have a joint collaboration on what's possible.” - Paolo De Angeli “Before understanding the KPIs, we need to understand their [customers] needs. We need to understand what their problems are.” - Paolo De Angeli “It's important to agree on the KPIs, but what matters is, to understand what their[customers] problems are and help them understand the profit equation.” - Paolo De Angeli People/Resources Mentioned: Professional Pricing Society: https://www.pricingsociety.com/ European Pricing Platform: https://www.pricingplatform.com/about-epp Syngenta: https://www.syngenta.com/ Connect with Paolo De Angeli: LinkedIn: https://www.linkedin.com/in/paolo-de-angeli-cpp-b232b85/ Connect with Mark Stiving: LinkedIn: https://www.linkedin.com/in/stiving/ Email: mark@impactpricing.com…

1
Blogcast: Sam Altman Was Right! 2:16

5 weeks之前2:16

2:16

This is an Impact Pricing Blog published on January 20, 2025, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/sam-altman-was-right/ If you have any feedback, definitely send it. You can reach us at mark@impactpricing.com. Now, go make an impact. Connect with Mark Stiving: Email: mark@impactpricing.com LinkedIn: https://www.linkedin.com/in/stiving/…

1
Cracking the Cold Outreach Code: Your Winning Formula for Value-Based Pricing Success with Mark Herring 28:43

5 weeks之前28:43

28:43

Mark Herring is a passionate marketing leader with strong technical roots and deep knowledge of how to market cloud and enterprise software to open-source developers and DevOps audiences. He is the Chief Marketing Officer at HiveMQ. In this episode, Mark shares his approach to cold outreach, explaining why leading with recognizable brands before introducing value creates engagement. He explores effective email strategies, emphasizing the power of short, curiosity-driven messages over long, detailed pitches. He also discusses pricing from the buyer’s perspective, highlighting how perceived value—rather than just function—drives purchasing decisions. Why you have to check out today’s podcast: Learn proven strategies for grabbing attention in cold calls and emails, using brand credibility and psychological triggers like FOMO. Discover how to price based on what buyers truly value, rather than just cost or features, using real-life analogies. Get practical tips on structuring sales conversations to keep prospects engaged without sounding like a typical salesperson. “Try and understand the value in the eyes of your buyer. I think far too many times as vendors, we think there's intrinsic value because it costs us much to produce or we think it looks like that. It's trying to understand from a buying perspective, what is the value you're providing.” - Mark Herring Topics Covered: 01:29 - How his journey from development to product marketing led him to pricing 03:41 - How his early pricing research focused on how customers would use a product rather than explicitly asking about the problem it solved 04:59 - To what is the short tenure of CMOs in B2B and consumer goods attributed to 06:25 - Explaining what a pipeline is and how pipeline generation involves value demonstration 10:38 - Comparing pipeline to running a marathon, emphasizing that while MQLs and SQLs are useful stepping stones, the ultimate goal is generating real sales opportunities 12:02 - Differentiating a pipeline from a SQL 14:18 - Demonstrating how a successful cold outreach combines multiple touchpoints 18:57 - How to make prospects more receptive in a cold call 21:13 - Why he uses big brand names as conversation openers in cold calls rather than starting with a value statement 22:27 - What an effective cold email should be 24:42 - Highlighting the importance of A/B testing cold emails and continuously refining outreach strategies to improve open rates 25:55 - Mark's best pricing advice Key Takeaways: “It's cold because you've never had the interaction, but usually they've interacted somewhere with you. It's like they might have seen you at an event, or they might have seen some of your outreach to you already and going, ‘Okay, I'll give this guy a bone.’” - Mark Herring “One of the sales guys was talking about this [cold calls] at the conference we were at together, and I just loved it. And he is like, ‘Don't over research, because there's never a good time to know everything.’ Because you got to keep on dialing.” - Mark Herring “You can't stop doing it [cold outreach] because it's like getting dice and trying to get the six, the more you throw it, the better chance you're going to get to the six.” - Mark Herring “I lead [cold call] with brands, not with value. And when you do that type of thing, they're then shocked going, ‘Oh, he didn't do a sales pitch on me. He's asking me about these companies. Well, maybe it is something interesting.’” - Mark Herring People/Resources Mentioned: FedX: https://www.fedex.com/en-us/home.html UPS: https://www.ups.com/us/en/home Connect with Mark Herring: LinkedIn: https://www.linkedin.com/in/herringmark/ Email: mark.herring@hivemq.com Connect with Mark Stiving: LinkedIn: https://www.linkedin.com/in/stiving/ Email: mark@impactpricing.com…

1
Blogcast: The Last Mile of Pricing 2:31

6 weeks之前2:31

2:31

This is an Impact Pricing Blog published on January 13, 2025, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/the-last-mile-of-pricing/ If you have any feedback, definitely send it. You can reach us at mark@impactpricing.com. Now, go make an impact. Connect with Mark Stiving: Email: mark@impactpricing.com LinkedIn: https://www.linkedin.com/in/stiving/…

1
How Bundled Solutions, AI, and the Art of Pricing in B2B Drive Sales and Profitability with Dan Foster 27:49

6 weeks之前27:49

27:49

Dan Foster is a Chief Operating/Revenue Officer, who built and transformed profitable businesses across technology and telecom start-ups as well as industry powerhouses. Companies turn to him to revive struggling businesses by redefining sales, marketing and customer service strategy, scaling infrastructure, and promoting product innovation. In this episode, Dan shares how bundled solutions increase value and close rates. He discusses AI’s growing role in B2B sales and procurement. And stresses using data to understand customer needs and justify pricing. Why you have to check out today’s podcast: Learn how bundling products and services can enhance perceived value, increase close rates, and prevent price-sensitive buyers from deconstructing your offerings. Gain insights into how AI is transforming the sales landscape, from optimizing product recommendations to procurement teams using AI to negotiate better prices. Understand why pricing should be tied to the customer’s business outcomes and how to communicate the true value of your solutions effectively. "You take the data around a pricing example and you really understand the value from the end user's perspective, so you got to have that empathy back in to say what moves their business. And when we understand what moves their business with a few numbers, then you start to give the underpinning for why value pricing matters." - Dan Foster Topics Covered: 02:01 - How his early consulting work made him think about value and led him to pricing 03:23 - Asking about typical reactions to pricing presentations 04:24 - Explaining that selling value starts with understanding product-market fit 07:03 - Highlighting the importance of teaching distribution partners how to sell value, using the Home Depot-SolarCity partnership as an example 10:43 - How can ROI calculators be convincing 14:07 - Explaining that while they don't track proven value directly due to lack of data, anecdotal feedback and supplier insights indicate improved close rates for partners 15:09 - How AI is reshaping product offerings, expanding technology advisors' roles, and influencing cost-cutting for innovation 19:10 - Highlighting that while AI may drive procurement efficiencies complex digital transformation solutions still rely on expertise 20:27 - How bundling simplifies purchasing and reinforce the value of an all-in-one solution 24:27 - Dan's best pricing advice Key Takeaways: "If you want to buy a ton of storage and it's a commodity, we get that. That could go through the marketplace earlier than not. If you want a digital transformation, if you want to change your customer experience, if you want to make your business run faster, if you want business process automation and robotic process automation, that's not going through a dynamic pricing model on a marketplace near-term. Now, can I go out and look at, like, UiPath Licensing versus Automation Anywhere versus whoever Microsoft scooped up next and look at pricing models? The procurement folks are probably smart to do that." - Dan Foster "But the bundled solution specifically is, I think, fundamental because otherwise, when you offer them the menu-based pricing, oftentimes they don't see the full value." - Dan Foster "It [selling value] starts with that product-market fit. We do a lot of enablement of our partners or downstream almost like a two-tier distributor. And in doing that we provide the ability for them to see a higher close rate when they use tools and resources. It alleviates that conversation and it's inherent that there's value pricing there." - Dan Foster "It's critical to think through in a subscription-based model what that value is, because that customer acquisition cost versus the long-term value of a customer, it's a critical ratio to understand when you're thinking through pricing." - Dan Foster People/Resources Mentioned: Cummins Engine Company: https://www.cumminsenginepart.com/ Unilever: https://www.unilever.com Alcoa: https://www.alcoa.com/global/en/home/ Amazon: https://www.amazon.com/Selling-Value-Deals-Higher-Prices/product-reviews/1737655217/ref=cm_cr_dp_d_show_all_btm?ie=UTF8&reviewerType=all_reviews& SolarCity: https://en.wikipedia.org/wiki/SolarCity Home Depot: https://www.homedepot.com Azure: https://azure.microsoft.com/ Google: https://www.google.com/?client=safari Lowe's: https://www.lowes.com Sun Power: https://us.sunpower.com Sunrun: https://www.sunrun.com TD Synnex: https://www.tdsynnex.com/na/us/ Ingram Micro: https://www.ingrammicro.com Five9: https://www.five9.com Genesys: https://www.genesys.com/en-sg/ NICE inContact: https://www.nice.com/ Zoom: https://zoom.us Dialpad: incontact.com/content/home.htm ChatGPT: https://chatgpt.com Wall Street Journal: https://www.wsj.com/ Automation Anywhere: https://www.automationanywhere.com Microsoft: https://www.microsoft.com/en-ph/ UiPath Licensing: https://licensing.uipath.com/ Hulu: https://www.hulu.com/welcome?orig_referrer=https%3A%2F%2Fwww.google.com%2F Roku TV: https://www.roku.com/products/roku-tv?srsltid=AfmBOoomwWI9G8ZABYW7gSPFzBHc87xVmartPBXAWzj7GfPfAJQYjTtO Super Bowl: https://en.wikipedia.org/wiki/Super_Bowl Xfinity: https://www.xfinity.com/ Connect with Dan Foster: LinkedIn: https://www.linkedin.com/in/jdanfoster/ Email: dfoster@telarus.com Connect with Mark Stiving: LinkedIn: https://www.linkedin.com/in/stiving/ Email: mark@impactpricing.com…

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This is an Impact Pricing Blog published on January 6, 2025, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/understanding-context-4-key-factors-that-influence-customer-willingness-to-pay/ If you have any feedback, definitely send it. You can reach us at mark@impactpricing.com. Now, go make an impact. Connect with Mark Stiving: Email: mark@impactpricing.com LinkedIn: https://www.linkedin.com/in/stiving/…

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