Impact Pricing Blog
Written by a Human!
How To Structure B2B Rebate Programs
Question: Hi Mark, I hope all’s well! I have an exercise I’m working on which is to develop a B2B rebate program. Aside from your
Are You a Price Leader or Price Follower?
The title of this article might also be rephrased as this question: When you set prices, how much do the competitor’s prices matter? What is
Q&A: Value vs. Willingness to Pay
Question: I am confused by the terminology around Value and Willingness to Pay (WTP). I may get $100 of value but only willing to pay
4 Tips to Successfully Negotiate B2B Deals
Many B2B sales are done with a direct sales force that negotiates with procurement agents. Procurement agents are MUCH better prepared to negotiate than salespeople.
Q&A: Can Most Annual Subscription Revenue Really Be Booked Every Jan 1?
Question: Hi Mark, In one of the course videos for Accelerate Your Subscription Business you mention “Subscriptions make forecasting and capacity planning easy — 70%
3 Tips When Raising Your Subscription Prices
Price increases in subscription businesses can be extremely profitable. However, it’s possible to go too far, too fast. Just ask Netflix. In the past year,
