Pricing in a Market with Disruption
Special pricing challenges emerge in markets marked by disruption for both incumbents and the new disruptive entrant. When faced with a disruptive threat, incumbents can perceive a no-win situation. For the disruptive new entrant, there are also critical problems to solve. The goal of this whitepaper is to help firms navigate the pricing challenges associated with both the incumbent and disruptor positions in markets undergoing disruptive innovation.
Excellence in Value-Based Selling
Selling on value is a must have. But it cannot happen without the right strategic positioning, the right differentiation levels, and an alignment between strategies and tactics, as the author explains.
The Unified Theory of Pricing
In this article, the authors present a unified pricing theory, manifested in a tool called the Strategic Pricing Hexagon, that brings together all the disparate pricing ideas, and the drivers and forces behind them, into one master structure. This article shows how the Strategic Pricing Hexagon allows leaders to look beyond the numbers and develop a pricing strategy that can change the entire trajectory of their business and their market.
Patience K. Mutiso, CPP is joining PPS’s Board of Advisors
The Professional Pricing Society (PPS) proudly announces that Patience K. Mutiso, CPP is joining PPS’s Board of Advisors, effective January 1, 2024.
Pricing and Planning: Should You Increase Prices?
If you have not raised prices for two or more years, you should be considering a price change. However, this can be challenging for some industries, including Software as a Service (SaaS). There is a growing concern among buyers that they have too many SaaS solutions and that they are paying too much for them. This has given rise to the notion of “SaaS Inflation” and the emergence of a category of SaaS spend management platforms. What is the best price increase strategy in this current environment?
The Top 10 Mistakes in Pricing Research
Pricing research plays a crucial role in understanding and optimizing the pricing aspect of the decision landscape, enabling businesses to plan actions that drive their success. Unfortunately, many companies make the mistake of developing products or defining services based on internal factors rather than considering pricing research which finds out what customers are truly willing to pay for. In this article, the author outlines the top 10 mistakes pricers need to avoid when designing and implementing pricing research.
Restaurants are Fighting Inflation and Raising Profits with a Secret Weapon
Determining a pricing strategy can be overwhelming, especially in an era of inflation and uncertainty in the macroeconomy. This has been especially true in the restaurant industry. In 2023, restaurants have faced a slew of challenges, from slower foot traffic to higher supply costs. However, some restaurants are defying expectations and actually earning healthy profits by harnessing the power of pricing analytics. With steady guidance, restaurant chains can use pricing analytics to distill the deluge of information into actionable insights and higher profits, as the author explains.
Growth during volatility: The competitive edge through pricing, sales, and marketing
In this article, the author discusses how Business-to-Consumer (B2C) companies can apply tactics in pricing, sales, and marketing to edge out competitors and find success during times of volatility. Consumer business executives must continue to invest in sales and marketing budgets and apply them strategically. Similarly, leaders must know how to respond quickly to address and capitalize on changing consumer spending behaviors, as the author explains.
Is There a PERFECT Pricing Model?
The question of the right pricing model is a topic of heated and controversial debate in the pricing community. There is no simple answer to this question - but here is what you can look out for.
Restaurant cost and price increases: The value of digital and loyalty initiatives
Most restaurants anticipate being affected by recession and cost increases over the next year. How can brands continue to drive growth with price differentiation and digital & loyalty initiatives? Although specific to the restaurant industry, this article offers insights for pricing in the currently challenging global economy that can be applied across numerous industries.
What is price sensitivity and why should EVERY e-commerce business measure it?
Every e-commerce manager strives (or rather should strive) to boost conversion rates while still keeping margins intact. But let's face it, it's a tricky one. More often than not, you gain one while losing the other. But it doesn't have to be this way. With the awareness of your products' price sensitivity, you can increase conversions without sacrificing your margins, as the author explains.
Mastering the Price Wars: Thriving in Competitive Markets
Successfully navigating pricing challenges in a competitive environment requires a comprehensive understanding of your value proposition, segmented by customer type, and supported by price data and pre-approved responses. With these in place, your business will be in a strong position to rise above the competition, as the author explains.
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