A Four-Step Pricing Strategy for Startups that Works Every Time

Posted by Jeet Mukherjee on Oct 12, 2021 12:26:04 PM

Pricing strategies are often the last thing entrepreneurs tackle before launching new businesses. It’s a tricky problem to get right. Price too high and you lose potential customers. Too low, and you lose money. To point you in the right direction, here’s a quick step-by-step product pricing strategy to help entrepreneurs get it right. 

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Topics: Pricing with Confidence

Understand the Value You Offer to Your Customer

Posted by Ellen Quackenbush on Oct 7, 2021 9:36:05 AM

You can’t have confidence in your price unless you have confidence in the value you deliver to your customer’s business. Your products and services provide financial value to your customers by increasing their revenue, reducing their costs, or helping them to mitigate risks. It’s really that simple. How do you build that value understanding? By going out and talking to your customers.

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Topics: Pricing with Confidence

The Value of Reliability

Posted by Brian Doyle on Oct 4, 2021 9:12:26 AM

The COVID-19 pandemic has taught us many lessons, not the least of which is the value of a reliable supply chain.

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Topics: Pricing with Confidence

Why Pricing Is So Hard and Why Most Companies Mess It Up

Posted by Adele Mclean on Sep 30, 2021 4:15:45 PM

Why is pricing so difficult? And why do so many companies get it wrong?

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Topics: Pricing with Confidence

Are You Ready for a Usage-Based Pricing Model?

Posted by Patrick McCullough on Aug 16, 2021 4:29:53 PM

Usage-based pricing, or quantity-based pricing, is the next iteration of the subscription economy, especially for B2B software companies. If you’re considering how your company would fare with usage-based pricing, there’s no time like the present, but here are a few things to think about before you jump in.

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Topics: Pricing with Confidence, Uncovering your Value, Pricing Strategy

Data-driven Pricing Can Increase Your Profit

Posted by Mike Cannestra on Jul 26, 2021 1:49:20 PM

At Holden Advisors, we believe a value-based approach is the best way to set a fair price for your products and services. But data-driven pricing, when done right, will lift your profit margins in the short term. Here’s the story of how hunting down hidden data turned profits around for one company.

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Topics: Pricing with Confidence, Uncovering your Value, Pricing Strategy

How to double your price and retain your customers

Posted by Brian Doyle on Jul 9, 2021 3:14:08 PM

Is it possible to double your price and not lose any customers? Yep.

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Topics: Pricing with Confidence, Uncovering your Value

True Profitability

Posted by Pedro Ferro on Apr 22, 2021 1:38:49 PM

We live in a time of abundant choice, and our customers expect options. Providing customers with a large variety of products and features is a compelling way to sell more. But, as companies grow and diversify, it can be difficult to capture the monetary value generated by the long tail of these products using traditional product management tools and data. An example of these traditional methods includes simple gross margin and product costing techniques derived from accounting systems. These conventional accounting data sets fail to account for the value of diversification and the actual cost of complexity.

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Topics: Pricing with Confidence, pricing metrics, value selling, pricing

The Top 5 Articles from 2020

Posted by Holden on Jan 14, 2021 9:04:58 PM

2020 was an unexpected year for all of us. It was filled with unprecedented changes to all of our lives, a pivot (for most of us) to doing business virtually, and for us at Holden Advisors, a lot of new and interesting content relating to virtual negotiations and price changes in a pandemic. As we reflect on the past year, we wanted to take this opportunity to thank you for your continued interest in our publications and spotlight the 5 articles you loved the most in 2020.

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Topics: Negotiating with Backbone, Pricing with Confidence, Selling with Backbone, Commercial Transformation

3 Principles to Guide Pricing Decisions During Uncertain Times

Posted by Patrick McCullough on Oct 7, 2020 2:58:41 PM

Given all the disruption and change this year, challenging your commercial organization’s go-to-market strategy is a totally reasonable endeavor. The big questions are:

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Topics: Pricing with Confidence