Pricing Strategy

Article archives from the Pricing Pricing Society

10 Signs You Have a Broken Pricing Process

A pricing strategy and supporting pricing processes are critical for every organization. Managing the pricing process is complex and requires active management of the entire pricing lifecycle. With so many departments, processes, and factors in play, how do you determine if your pricing process is broken? To help you answer this question, the author has compiled the 10 most common symptoms of a broken pricing process discovered from working with some of the largest organizations in the world.

Six Techniques Used for Strategic and Differentiation Analysis

While companies may understand what makes them unique, they frequently neglect to consistently measure and evaluate the evolution of their differentiation strength. Effective competition necessitates constant measurement, management, and improvement of differentiation and advantage, as the author explains.

What to Price? Products, Use Cases, Value Paths

Most SaaS companies price products. This seems like the obvious thing to do since they do, in fact, sell products. However, is this always the best approach? In this article, the author highlights the benefits of alternative pricing approaches, such as pricing “use cases” and “value paths,” basing pricing strategy more on what “leads a buyer to buy or a user to use.” Although this article focuses on SaaS companies, these considerations apply to pricers in multiple markets and organizational structures.

Revenue Growth Management: An Introduction to the Flywheel

Revenue Growth Management (RGM) is a critical capability to make holistic business decisions in a time that is characterized by high volatility in costs and demand, with rapidly changing consumer behavior. In this article, the authors present the concept of the RGM Flywheel, an approach that harnesses six primary RGM levers to unlock profitable growth. Although the article focuses on the increasing influence of RGM approaches in consumer goods industries, this article presents pricing strategies and RGM best practices that pricers can apply in multiple industries and markets.

Resilient Pricing for an Uncertain World

Companies usually weather brief periods of market volatility by adjusting price levels or package sizes. But most B2B companies now expect the current volatility and uncertainty to persist. This creates the need for companies to use a wider range of pricing tactics and to make strategic investments in pricing tools and processes. Resilient pricing enables companies to explore growth opportunities instead of focusing on defense and survival—and to build a bulwark against future volatility, as the authors explain.

Train Your Pricing Muscle

In the current economic climate with increased cost of capital and sustained high inflation across global markets, it’s important for your organization to have an effective annual price increase process in place. As we enter the new year, now is the time to start thinking about your next annual price increase, as the authors explain.

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