Six Customer Experience Pitfalls to Avoid
To successfully enhance customer experience, companies need to build the right organizational capabilities and culture to plan, execute, and sustain the transformation, as the authors explain.
The Future of Pricing: Insights on Leading Through Volatile Markets
This paper is based on in-depth interviews conducted by Holden Advisors of leaders of FORTUNE 100 to FORTUNE 500 companies in CEO, President, or SVP roles. All interviews were completed in 2022 with one intent: to understand the drivers of change in current markets, the impact on pricing, and what leaders must do to prepare for the future.
The Value Mindset
In this paper, the author examines the nature and phases of value transformation and why the process is challenging. He examines how working on a value mindset can accelerate the journey and get teams fully aligned on what matters, and concludes by exploring the approach and implementation of the 6A Value Mindset model.
Pricing in Times of Inflation and Rising Factor Costs
In several countries, you can observe inflation rates that are higher than the ones in the 1950s: an all-time high within the last 70 years! This requires quick adjustments to leadership and management practices and to the way pricing and revenue models are managed. the authors propose 6 core topics to shape your strategy to succeed in these turbulent times.
Beyond the Black Box in Pricing
Companies make the most of their investments in pricing teams and technology when they focus on the new job of pricing: maximizing customer value. That means creating the right solution spaces for salespeople rather than overemphasizing price points, and it means turning pricing professionals into revenue managers who advise sales teams based on models calibrated around product, promotion, contract terms, price, and service elements, as the authors explain.
Netflix’s Clever Price Framing Will Ring The Register On Ad-Supported Plan
Authors: Robert Ribciuc On November 3, Netflix launched a new lower-priced, ad-supported pricing level, which, according to the author, gives the company significantly more attractive economics than they previously had with just the basic and premium plans. Additionally, behavioral economics biases (such as availability bias, framing, etc.) line up to promote the adoption of this new pricing level, as the author explains. Robert Ribciuc, CPP, CFA, is the Managing Partner of EBITDA Catalyst, a boutique advisory firm specializing in pricing strategy, analytics, and execution. His experience includes consumer brands, SaaS/software companies, and PE firms whose portfolio companies have monetization, pricing, and revenue opportunities that require specialized expertise. He can be reached at robert@ebitdacatalyst.com. The Pricing Advisor, November 2022 DOWNLOAD PDF VERSION SummaryNetflix will have significantly more attractive economics on the ad-supported plan than on its basic and premium plans.The plan pricing is cleverly framed as both [...]
3 Key Themes from the PPS Fall Conference
In this article, the author outlines 3 overarching themes the were key takeaways at the recent PPS Fall Pricing Conference and Workshops in San Francisco. This year’s fall conference focused on the theme of “Solving the Pricing Puzzle,” and, from the discourse of more than 300 pricing leaders, author Tracy Dent identified several opportunities for pricing to lead the charge amidst the current challenges of inflation and recession that all pricers are facing across industries and markets.
Inflation and Recession: The Commercial Impact
Did you find the last two year’s negotiations tough? Then brace yourself for the next round. So far, the direction has been clear: prices needed to increase to absorb the costs of disruptions in global supply chains. Guarantee of supply was the most important value-driver for many customers, which meant that sellers could successfully pass on their cost increases. However, as a second wave of cost increases has hit the markets in the form of rising energy costs, and as consumers are demanding higher wages as a result, a wage-price spiral is beginning to take shape. This means high inflation rates will be with us for some time and companies should prepare their commercial strategy accordingly.
Demystifying Pricing Algorithms Using Artificial Intelligence and Machine Learning
In this article, the authors explore Artificial Intelligence, Machine Learning and Algorithms, show real examples of applications in the world of Pricing and Revenue Management, and examine the benefits, challenges, and points of caution to consider when using these “new” technologies.
Pricing Missives
In the currently unpredictable, post-COVID, inflation-plagued economy, companies are being tested on their pricing strategies and their pricing decision-making “spine.” In this article, the author analyzes recent pricing decisions by six organizations in diverse industries and outlines the potential strengths and weaknesses of each pricing approach.
Costco Prices: Bargains, Brilliance, and Brand Consistency
Understanding Costco’s messaging code embedded in its price point endings can be dramatically useful for consumers looking for bargains and further inflation-fighting opportunities. For pricers and marketers, it invites admiration and respect for a brand that is immensely successful because it thinks the details through, as the author explains.
What Happens to Pricing When Demand Falls?
Over the last three months, we’ve begun to see revenues rise and demand flatten as the pricing decisions made a year and a half ago work their way down to customers. How can companies manage rising inflation and a shortfall in goods without experiencing degradation in margins or revenue (especially when products can’t be produced due to commodity shortages)? We recently met with pricing executives from around the globe to discuss pricing strategies in light of current inflation and the looming threat of recession. Here are six key takeaways from those discussions.
Download Recent Editions
Download past editions of the Pricing Advisor newsletter and the Journal of Professional Pricing. For a full selection of past editions, visit our PDF Archives page.