Pete Morelli

Pete Morelli
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Recent Posts

Jedi Mind Tricks to Boost Sales and Protect Price

Posted by Pete Morelli on Sep 26, 2018 4:53:02 PM

Holden Advisors consulting projects generally focus on the core competency of understanding, communicating, and mutually sharing in created value. Value is the central pillar of all best practices we recommend and implement for our customers.

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Topics: Negotiating with Backbone

News from the Field: Key Questions to Address Price Leakage

Posted by Pete Morelli on Sep 18, 2018 10:13:26 AM

One of our top goals in any client engagement is uncovering revenue and profit growth opportunities.  Recently, we worked with a global technology manufacturer to answer four key questions:

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Topics: Pricing with Confidence

Metromile Takes Page from GE Pricing Playbook to Disrupt Auto Insurance Market

Posted by Pete Morelli on Jun 1, 2018 4:40:52 PM

In Pricing with Confidence, Reed Holden described the profit power of choosing the right, and sometimes innovative, pricing model. A stellar example of innovative pricing is when GE disrupted the market for aircraft engines.  They introduced “Power by the Hour” which allowed airlines to pay for engine flight hours rather than allocating large capital sums to purchase engines up front. This innovation changed nothing about the high performance GE90 engines, but aligned with how airlines conducted business and reduced adoption risk by giving customers a predictable cost for what would otherwise be a large capital expense.

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Topics: Pricing with Confidence

Strengthen Negotiations with New Products and Services

Posted by Pete Morelli on Mar 29, 2018 11:30:00 PM

Celebrating 10 Years of Pricing with Confidence (video 7 of 11).

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Topics: Celebrating 10 Years of Pricing with Confidence, Negotiating with Backbone, Pricing with Confidence

$4.99 Footlongs? Subway, You’re Doing it Wrong

Posted by Pete Morelli on Jan 17, 2018 1:37:35 PM

Remember the Subway “Five-dollar footlong” jingle from 2008? Ten years later, Subway is doubling down on the promotion with a two-month run of $4.99 footlong sandwiches. While the news is music to the ears of delighted deal-seeking Subway customers, not all is well in Sandwichville.

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Topics: Pricing with Confidence

Netflix Boosts Market Cap Through Price Increase. Can You?

Posted by Pete Morelli on Oct 18, 2017 4:03:33 PM

Last week, Netflix announced a $1-$2 monthly price increase for its standard and premium plans. Investors applauded the move, with shares lifting 5.4%[1] on October 6th, adding over $4B to Netflix’ market cap. How many other executives are now evaluating their pricing decisions in search of incremental revenue? Should you?

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Topics: Newsletter, Pricing with Confidence, Uncovering your Value

Who Is Winning at Sales Transformation? How Oracle is Taking the Lead

Posted by Pete Morelli on Aug 23, 2017 12:21:40 PM

Commentary from WSJ Aug 17, 2017 "How Oracle Engineered Its Sales Staff for the Cloud”

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Topics: Newsletter, Selling with Confidence

Change that Channel? Nike Resolves to Fix Pricing Conflict with Amazon

Posted by Pete Morelli on Jul 26, 2017 6:44:36 PM

For over a decade, athletic titan Nike declined to partner with Amazon, America’s largest online retailer. Nike held out, wanting to carefully control brand messaging while enjoying higher margins through its distribution network of brick and mortar stores. On June 29th, Nike conceded by confirming a deal with Amazon to sell and distribute apparel and footwear.

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Topics: Newsletter, Pricing with Confidence