Holden Advisors Blog

Want to negotiate a winning deal? Learn the four basic buyer types and leverage the Customer Experience Pyramid to give yourself the winning edge.

Each year, customer experience (CX) consultants release studies highlighting how impactful CX can be. The Temkin Group (a CX consultancy now owned by Qualtrics) published a study stating that companies earning $1 billion annually can expect to earn, on average, an additional $700 million within 3 years of investing in CX. In addition, Daniel Newman, CEO of Broadsuite Media Group reported that 86% of customers are willing to pay more for a better experience. These findings are on the heels of a 2013 global CX study from Oracle finding that 97% of executives believe that delivering a great customer experience is critical to their business advantage and results. 

Spoiler alert: Lowering prices on a high-value product in a competitive market will rarely drive long-term growth. Here’s what to do with your competitive pricing strategy instead. 

One of our top goals in any consulting engagement is uncovering revenue and profit growth opportunities for clients. Generally, we want to answer four key questions:  

Not every company has a pricing department. Here we explain why they are incredibly important players in the price, cost, revenue equation. 

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. 

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.

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

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

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.