Holden Advisors Blog

A reverse auction may land you a new client, but if you are the incumbent, it may be better to say no. Here’s why.

Topics: Negotiating with Backbone, Selling with Confidence, Uncovering your Value, procurement

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

Topics: Negotiating with Backbone, Pricing with Confidence, Uncovering your Value, customer experience

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. 

Topics: Pricing with Confidence, Uncovering your Value, customer experience

When determining product value, it’s important to go beyond cost and demand. Your customers’ perceived value matters too, especially if you want to build lasting business relationships.

Topics: Selling with Confidence, Uncovering your Value, Selling with Backbone, value selling

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.

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

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.

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

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

Topics: Pricing with Confidence, Uncovering your Value

We’ve worked with many companies that are going through commercial transformations and, while I’m glad to see more and more companies adopting transformational efforts, the fact remains that many are doomed to fail.

Topics: Uncovering your Value, customer experience, Commercial Transformation

Hear Pete Morelli talk about what we can learn from the price increase that Netflix rolled out last week.

Topics: Negotiating with Backbone, Pricing with Confidence, Uncovering your Value

I was speaking with the VP of Pricing Transformation for a Fortune 500 company recently and, as disciples of value-based pricing, we debated the subtleties of modern-day pricing theory. We agreed that a shift to value-based pricing within an organization should achieve the following:

Topics: Uncovering your Value