4 Tips for Using Big Data to Drive Pricing and Profits

Posted by Bill Bridgers on Apr 11, 2019 3:23:47 PM

Where is the market today as far as pricing analytics?

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Topics: big data, actionable insights

Taking a Ride with Peloton’s New Pricing Metrics

Posted by Travis Umpleby on Apr 3, 2019 12:06:12 PM

I recently read an article about new pricing models in the digital era. A few of the key pricing models mentioned included tiered offerings, fixed fees, and subscriptions. I’m sorry to say, these pricing models are not new. However, the nuance they illustrated around metrics is worth noting because, thanks to advances in technology, new metrics have become available that allow companies to measure engagement in ways that were not possible 10 years ago, resulting in metrics that better align with customer value.

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Topics: peloton, pricing metrics, on demand, pricing models

Spring Cleaning for Your Product Portfolio

Posted by Richard Harrington on Mar 28, 2019 11:12:46 AM

We see it often, companies build extensive product portfolios over time, ultimately paralyzing the organization with maintenance activities, instead of focusing on the strategic and tactical elements that deliver value to their customers. This is often referred to as product proliferation. Some causes include:

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Topics: product portfolio, tidying up

Fixing the Leaky Boat

Posted by Reed Holden on Mar 19, 2019 11:44:38 AM

Here's the question: Is it harder to set prices or control them once they are set? Next, think about where you spend most of your time? Sorry, that was two, but each is equally important. Why?  Because if you struggle with one, you’ll be too busy with the other to fix it.

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Topics: Setting Price

Do You Really Have Pricing Power?

Posted by Patrick McCullough on Mar 19, 2019 11:42:58 AM

Investors have long heralded pricing power as one of the best predictors of a company’s long-term financial success. Warren Buffett’s famous quote from 2010 captures the sentiment.

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Topics: Pricing with Confidence

How to Drive Accountability in Leadership Teams

Posted by Saad Shahzad on Mar 19, 2019 11:39:37 AM

Leading an executive team can be challenging at times, especially during a time of underperformance. A recent client reminded us just how difficult and why.

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Topics: Driving Accountability, Silos

The Neuroscience Behind the Discount (And How to Stop)

Posted by Emily Macaulay on Mar 14, 2019 6:45:00 AM

Salespeople have bad habits, just like the rest of us. We all know this. Perhaps one of a seller’s worst habits, however, is rampant discounting. This habit is insidious, hard to break, and downright destructive. It falls straight to a company’s bottom line and eats up margins like PAC-MAN.

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Topics: Negotiating with Backbone

The Next Lesson From Amazon: Push Your Customer’s Cart

Posted by Erin Cihak on Mar 7, 2019 7:00:00 AM

In what has become a common occurrence over the past 15 years or so, Amazon announced it was entering a new business last week – retail grocery stores. Well, yes, they technically are in this business already with their purchase of Whole Foods in 2017, but they see an opportunity to extend their reach beyond the more upscale customer. Then there’s Amazon Go – the cashier-less stores that are being rolled out in urban areas. They also have the food delivery business, which is a combination of Whole Foods products and others, although it has had mixed results so far. The grocery business isn’t really a new business at all.

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Topics: Pricing with Confidence

GEICO is Turning Me Into a Poker Player

Posted by Richard Harrington on Feb 26, 2019 1:37:03 PM

I recently renewed my car insurance. It had been a few years since I’d changed the policy, and the cars were now half a decade older, so I decided to call GEICO to see if they could save me some money; after all, they promise new customers that 15 minutes can save them 15% (or more) from their bill. I was underwhelmed with the call. It turned out they could offer me very little, even though the policy had declined in value due to the lower value of the vehicles covered. So I decided to shop around with competitors, and lo and behold, Progressive could save me – a new customer – $400 a year on my plan.

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Topics: Negotiating with Backbone

Apple One-Ups Amazon at the Negotiating Table

Posted by Matthew Lydon on Feb 20, 2019 7:00:00 AM

Apple and Amazon stepped into the ring again recently, like B2B’s answer to Mayweather/Pacquiao, to cut a deal to finally land Apple’s newest products in Amazon’s marketplace on release day. In the past, these two tech heavyweights have sparred over products, apps, and availability – tactically bobbing and weaving to boost profits and stock value. But the latest bout between the two rivals showcased Apple's experience and savvy negotiating tactics (more on these in a minute) as a way to win a pivotal round.

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Topics: Negotiating with Backbone