Don’t Sell “Credits”
October 7, 2021
Many very successful companies have been pricing by the “credit.” A credit is a metric they made up. It’s usually some representation of the amount of
Category: Blog
Usage-Based Pricing is NOT New
September 29, 2021
Many very smart people have been writing and talking about usage-based pricing lately. Quite honestly, I was confused. I’ve done a lot of reading on this
Combining Cost-Plus and Value-Based Pricing
September 22, 2021
I and almost every pricing expert in the world are huge proponents of value based pricing. My definition of VBP is charge what the buyer
Value Propositions vs Value Selling
September 15, 2021
Value propositions are interesting and useful, but they are not value selling. They don’t go deep enough. Typically, a product, product line, or company has a
Messaging a Price Increase
September 8, 2021
From a reader: Hi Mark I hope you are well! I am looking for messaging to use when announcing a price increase. Can you please point
The Cost of Win Keep Grow
September 1, 2021
Bessemer Ventures has a mini pricing course that I’ve been taking. (Yes, I still study pricing and different perspectives.) In lesson 5 they have a chart
Failed to Keep
August 25, 2021
My dad died in January and since then I have been checking his email accounts. (I’m the executor of his will and don’t want anything to
Pricing When Costs Go Up
August 18, 2021
Costs don’t drive pricing. Willingness to pay drives pricing. Fixed costs never matter to pricing. Variable costs barely matter to pricing. These are truths. However, costs
Price Moves During Market Shocks
August 11, 2021
From a podcast listener: Mark, hello. I just recently started listening to a couple of your podcasts and enjoy hearing various commentaries on the world
Disney Understands Value
August 4, 2021
So often I sit in my home office wondering why companies don’t understand value. Or at least they don’t act or talk like they do. Yet
