Pricing power, written down.
How B2B SaaS companies price, package and monetise AI. The thinking behind the PROFIT+ framework, one problem at a time.
Everything else.
Improving Pricing Power Is The Pathway To Profitable Growth
Pricing power is the ability to raise prices without losing customers. The four levels of pricing power, why 70-80% of businesses stall at the first two, and how to move up.
ReadFinding Your Competitive Advantage With Blue Ocean Strategy
Most B2B SaaS companies compete on price in red oceans they could exit. How Blue Ocean strategy and value innovation create competitive advantage you can price for.
ReadThe Strategy of Poker and Business
What poker teaches about business: your hand is your value proposition, know your opponents, fold a proposition that has lost product-market fit, and size your bets so you can play the next hand.
ReadCapture & Monetise Value
Once customers understand your value, how do you monetise it? Price segmentation by willingness to pay, the pricing maturity ladder from cost-plus to value-based, and how to test a price increase.
ReadCommunicating Value (B2B and B2C)
In B2B the sales team carries the value story; in B2C the website does. Value mapping, the four buyer types, and how Trade Me uses value messaging and behavioural economics to sell bundles.
ReadListen to your customers, innovate and create more value
Customer-led innovation: why companies that innovate on what they think the market wants get disrupted, and the four habits (listening, partnership, flexibility, culture) that put customers at the start of the idea.
ReadLeveraging Data from Every Customer Interaction
You do not need Amazon's analytics budget. How to turn website, sales and CRM data you already hold into product, segmentation and pricing decisions.
ReadPeople are not the same, and neither are your customers
Why one price for everyone leaves money on the table with some customers and loses others. Price segmentation, price fences and self-selecting bundles, with airline and LinkedIn examples.
ReadWhich pricing research techniques can help you work out optimal price?
Van Westendorp versus Gabor-Granger: what each pricing research technique tells you, where each falls short, and when conjoint analysis is worth the cost.
ReadEvery engagement starts with a leak map of your pricing.
Thirty minutes. You leave with a view of where the revenue is going. Not ready to book? Start with the pricing scorecard and get a scored read on your own.