Pricing Articles Archives - Page 14 of 44 - Pricing Articles from Professional Pricing Society

Managing Inflation through Smart Price Increases: Why MedTech Companies Need to Act Now

In this article, the author presents a nine-step approach that helps MedTech companies to successfully increase their prices while avoiding the most common pitfalls. It is structured in three phases – level configuration, implementation preparation, and roll-out – and addresses the key questions companies have regarding price increases. Although specific to the medical technology industry, this article provides insights for all pricers who are seeking agile solutions to battling current inflation challenges.

By admin|2022-11-07T23:34:10+00:00July 31, 2022|Inflation Pricing, Price Increases, Pricing Articles|0 Comments

Data Is Ubiquitous – But Are You Using It Right?

Even in today’s digital world in which data about customers, their purchasing behaviors, price sensitivities, and buying experiences is readily available and consistently updated, making important pricing decisions can still be difficult. If your data is inaccurate, dated, or incomplete, your tactics won’t be as effective and you might miss out on potential prospects, as the author explains.

By admin|2022-11-07T23:32:58+00:00July 31, 2022|Data-Driven Pricing, Pricing Analytics, Pricing Articles|0 Comments

From Pricing to Monetization: Why does it matter?

In this article, the authors posit that the term “pricing” does not do justice to the nature and extent of the work done by professional pricing teams, and suggest it is time to rethink the word and expand it to formally include value management and other peripheral activities which are increasingly becoming part of the functional scope.

By admin|2022-11-07T23:31:24+00:00July 31, 2022|Pricing Articles, Pricing Skills, Pricing Training|0 Comments

The KISS Principle In Customer Value Management

In pricing, there are two types of complexity. Good complexity can lead to competitive advantage if you can make it simple for customers to absorb. Bad complexity can frustrate potential customers and cause them to seek another solution. In this article, the author provides best practices for making your differentiators and value drivers easy for customers to understand.

By admin|2022-10-29T00:13:27+00:00June 30, 2022|Customer Value Management, Journal of Professional Pricing, Price Management, Pricing Articles|0 Comments

Pricing After Merger and Acquisition

In 2021 there were more than 2,000 mergers with a deal value of more than $100 million in the US (from Statista). The received wisdom, supported by a fair amount of evidence, is that mergers often destroy value. There are many reasons for this, but one of them is pricing. Pricing is where buyers give a verdict on your offers and whether or not they are valuable. Alignment on pricing is critical to a successful merger, as the author explains.

By admin|2022-10-28T23:53:04+00:00June 30, 2022|Journal of Professional Pricing, Price Management, Pricing Articles|0 Comments

Inflation as a Catalyst for Change

Getting ahead of rising prices in an inflationary environment is one thing; staying ahead is another. Data, technology, and savvy management can turn cost pressures into pricing opportunities, as the authors explain. Although focused on private equity, this article provides insights that can be applied by pricers dealing with the challenges of widespread inflation.

By admin|2022-11-07T23:43:27+00:00June 30, 2022|Crisis Pricing, Inflation Pricing, Pricing Articles|0 Comments

Inflation in the Subscription Economy

In the world of subscriptions, customers typically pay a fixed amount in regular intervals after having made a purchase decision on a pricing page from a set of available plans, usually differentiated by feature or time commitment. With a dollar in the future not being the same as a dollar today due to record rising inflation, the $20/month you charge customers will be worth less and less in real terms over time. While rising inflation is a legitimate concern for SaaS companies, its effects can be mitigated by planning ahead and adapting prices the right way.

By admin|2022-11-07T23:42:22+00:00June 30, 2022|Inflation Pricing, Pricing Articles, Subscription Pricing|0 Comments

In Uncertain Times, Lean Into the Power of Pricing

Just as the pandemic is (HOPEFULLY) winding down, a new crop of business challenges has arrived. These challenges include the war in Ukraine, inflation, and the possibility of wider global conflict. Now is not the time to ignore your pricing. If anything, challenging business conditions are one of the most important times to review your pricing performance and pricing strategy, as the author explains.

By admin|2022-11-07T23:41:05+00:00June 30, 2022|Crisis Pricing, Inflation Pricing, Pricing Articles|0 Comments

Economy Pricing Strategy: What Is It and When to Use It?

An economy pricing strategy sets prices at the bare minimum to make a small profit, but the idea is to make the bare minimum as many times possible by selling as much volume of your products as possible. In this article, the author explains economy pricing strategy, its benefits for companies seeking to keep overhead and operating costs low, and factors to determine whether it is a viable business strategy for your organization.

By admin|2022-11-07T23:39:52+00:00June 30, 2022|Pricing Articles, Pricing Strategy|0 Comments

The Price Whisperer: A Holistic Approach to Pricing Power

This article is a sneak peek at Per Sjofors’ upcoming book “The Price Whisperer.” You can order a copy here. This book explores the complex network of variables that regulate customer perception of price and value, that is, why people buy one product and not another. By isolating key factors that determine a target market’s willingness to pay, businesses can effectively hack their existing model, thereby increasing asking price and sales volume.

By admin|2022-10-29T01:31:31+00:00June 30, 2022|Journal of Professional Pricing, Pricing Articles, Pricing Theory|0 Comments

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This site provides access to archived articles from the Pricing Advisor newsletter, the Journal of Professional Pricing, our pricing blog, pricing research reports, and other resources for pricing professionals.