Product-Market Fit Is Overrated for Pricing
June 30, 2025
“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.
Category: Blog
When Pricing Becomes Sleazy Manipulation
June 23, 2025
Let’s be honest. There’s a fine line between pricing smart and pricing sleazy. And most of us working in pricing walk that line regularly, sometimes
The Secret Link Between Market Segments and the “Will I” Decision
June 16, 2025
Most companies try to segment their markets by surface traits like industry, company size, age group, or geography. And while these can be useful, they
Why Pricing AI Is So Hard
June 9, 2025
Pricing AI is one of the hottest topics in tech right now and also one of the hardest. The key challenge? Choosing the right pricing
Jobs to Be Done vs. Problems and Results: What’s More Useful in B2B?
June 2, 2025
I’ve been struggling to understand the difference between the Jobs to Be Done (JTBD) framework and my own approach of thinking in terms of problems
Value Is Not the Same as Willingness to Pay
May 26, 2025
In pricing conversations, we often treat value and willingness to pay interchangeably. They are closely related, but they are not the same. Every pricing and
The Two Questions Every Buyer Asks—and How to Design Your Product and Pricing Around Them
May 19, 2025
Many pricing professionals talk about understanding value, but few break it down into the architecture that drives buyer and company decisions. In our Context-Driven Pricing
Markets don’t segment by industry; Buyers segment by problem.
May 12, 2025
When most companies talk about “market segments,” they really mean industries: aerospace, automotive, healthcare, etc. That’s easy, but it’s wrong. Industries are proxies, not segments.
Urgent Pricing Decisions
May 5, 2025
Pricing is incredibly important. It is what makes a company viable. It drives your near-term and long-term revenue and profit growth. It is a major
Why I Don’t Use Value Maps
April 28, 2025
Value Maps seem to be a staple in pricing. Colleagues write about them. Many teach them. In theory, they are great. I don’t use them.
