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 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.
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
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
One of the most important lessons in pricing is this: Buyers trade money for value. That hasn’t changed, even with the rise of AI. They
This is the first of a series of blogs that may eventually become a book on Pricing AI. Why? Because AI is exploding into products
Most people think pricing is about math. We build spreadsheets. We run simulations. We talk about cost-plus (ugh) and margins and profit targets. But pricing
I teach pricing (and value) a lot. And I always include price segmentation. It’s one of the most powerful ways a company can grow profits,
Over the Fourth of July, I took a trip to the Midwest to visit family and friends. As usual, I couldn’t help myself. I asked
“Product-market fit” is one of the most popular phrases in startup and product circles. It tells you that someone wants what you’re selling. That’s useful.
