Impact Pricing Blog
Written by a Human!
Why Buyers Really Buy
You’re sitting in a conference room facing a software purchase decision. Two vendors, similar products. Vendor A costs 15% more but has a proven track
Pricing AI: The Value of Packaging
I got so excited last week to dive into how to do AI packaging, the frameworks and structure, that I forgot to help you see
Packaging AI: Structuring Features and Placing AI in Offers
The value architecture has three layers: foundational problems, problem scope, and situational context. Last week we talked about how foundational problems define market segments. But,
Pricing AI: Market Segmentation Matters
Pricing begins with understanding why buyers choose to make a purchase in the first place. Buyers don’t purchase AI because it is powerful or innovative.
Pricing AI: Are You Selling a Platform or a Solution?
Mark, Why Does This Distinction Matter? In AI, whether you are selling a platform or a solution is one of the most important strategic decisions
Pricing AI: Do Costs Finally Matter in Pricing?
Buyers trade money for value. They don’t care what it takes you to deliver your product. They care what it does for them. That principle
