Simon-Kucher’s latest Global Streaming Study reveals that people are not increasing their streaming hours any more. And consumers are not only stepping back from streaming ‘more’ but also battling subscription fatigue and increasing price sensitivity. Can streaming service providers prevent subscription churn and still gain customers in this market?
In this article, the author explains what price optimization is, how it works, how to ascertain if price optimization is right for you, and how to identify the right path to a successful implementation.
Humans tend to give undue weight to the first piece of information they receive. In the context of B2B sales, this means that if a buyer is presented with a low price at the outset, it can anchor the entire negotiation to a lower price point. This can make it difficult for a seller to negotiate a higher price. In this article, the author presents three common scenarios in which customers anchor on a low price and provides strategies pricers can employ to combat this anchoring behavior.
How do we protect ourselves and our business interests from the unethical behaviors of others? In this article, the author connects time-honored ethical principles to real-world cases and offers the building blocks and counter-strategies you need to fight unethical actions in your organization.
When building a high impact pricing strategy for a restaurant business, the goal is to optimize overall long-term profitability. The right pricing strategy, backed with the right model, increases overall returns by improving the complex interplay between guest count, menu design, and ticket size, as the author explains. Although focused on the restaurant industry, this article provides pricing strategy and best-practices that can be employed by pricers in multiple retail, consumer goods, and related industry sectors.
It is no longer a question of if and when we will face a recession. It is a matter of how bad it is going to get. One of the recession busters is to make a decisive and bold move in customer value management (CVM). This is step number one, and it is a matter of investing in the right process and platform in the next 30 to 60 days, as the author explains.
In a joint effort, PricingForThePlanet and the Pricing Professional Society (PPS) conducted an insightful survey/workstream focusing on the involvement and capability in monetizing sustainability initiatives. The results and analysis are included here.
If you have rebates, then you must have skilled, curious, intelligent people managing your rebates. Furthermore, you will need appropriate tools to manage rebates. For many companies, that will involve software. Finally, you must be intentional and strategic when managing rebates. Otherwise, rebates are sure to trip you up, as the author explains.
To navigate constant market changes and come out on top, organizations need to be agile, strategic, and, most importantly, sustainable. Sales and marketing can no longer remain siloed, but instead should be aligned with the common goal of a better customer experience and, therefore, revenue generation. Ultimately, a successful CRO can harmonize these efforts and grow from a small start-up to a thriving, scaled-up enterprise, as the authors explain.
It is time to shift from “growth at all cost” to “sustainable profitable growth,” or as we like to call it: “better growth.” To fight increasing sales cycles, lower win rates and decreasing NRR, packaging and pricing should be the first point on the agenda of your next board meeting, as the authors explain.