Peloton Tests New Pricing Model
March 24, 2022
Peloton’s new CEO, Barry McCarthy, is trying to get the company back to profitability. He is testing a new pricing model in some locations where instead
Category: Blog
Pricing People Shouldn’t Set Prices
March 16, 2022
This title feels wrong, but it isn’t. When I’m asked, “who should own pricing?” I answer the same way every time. Someone who knows the value of
The Value of Teachers vs. Athletes
March 9, 2022
I think we can all agree that a teacher provides more good in the world than a professional athlete. And we know that professional athletes are
Indirect Customer Impact
March 2, 2022
Last week we discussed direct customer impact. These are the roles that are directly responsible for creating, communicating, and capturing value. This week, let’s look
Direct Customer Impact
February 23, 2022
Your company exists to create value for your customers. Many roles inside your company are directly responsible for creating, communicating, and capturing value. These are people who
Another Netflix Price Increase
February 16, 2022
It’s time to review another Netflix price increase. I received my seemingly annual notification that my price is going up. Here are a few thoughts: The
You Must Lose on Price
February 9, 2022
If you never lose on price, you are not charging enough!  I know, many of you wish you had this problem. But the key here is
Losing on Price
February 2, 2022
Ask a salesperson why we lost a deal and you will almost certainly hear one of two different answers: 1. The product wasn’t good enough. 2. The
A Perspective on RFPs
January 26, 2022
Governments and large companies often use Requests for Proposal (RFP) when making large purchases. This blog describes some unique insights about this common activity. First, why
Don’t Confuse Your Buyers
January 19, 2022
First, I’m sorry this story may sound like I’m bragging. I’m not. The lesson is important. A client created a fabulous new software product and wanted help
