Understanding the Value Capture Gap
May 6, 2020
I’ve heard some version of the following from many CEOs: “We create a lot of value for our customers but we don’t do a very
Category: Blog
Segment Your Products for Pricing
April 29, 2020
Surely you’ve heard of price segmentation, but have you heard of product segmentation? A friend sent me an article about fashion – a topic I
Outcome-based vs. Usage-based Pricing
April 22, 2020
In the subscription world, I see these two phrases and concepts used a lot, but the difference isn’t always clear. Let’s explore this together and
Q&A: What to Teach Manufacturing Companies about Pricing?
April 15, 2020
Question: Hello Mark, First of all, my best wishes for 2020! I was wondering about your views on the main profit challenges for industrial clients.
How Southwest Airlines “Tricks” You
April 8, 2020
Quick comment: I wrote this post before the COVID-19 shutdowns. One day we will return to a new normal. Regardless, the lesson taught here is
The Good and Bad of Price Gouging
April 1, 2020
Recently, I asked what people thought of price gouging and received many great comments on a post on LinkedIn. Although I had opinions going in,
Coronavirus Response: Lower Your Prices NOW
March 30, 2020
Without a doubt, this is the worst idea I’ve ever come up with as a pricing expert. It goes against everything I’ve ever taught. This
Why Your Fear is Costing you Profit
March 25, 2020
One weekend at an NSA meeting I met an executive coach and we found ourselves swapping success stories. After I told him three separate stories
Why Clearly Defined Subscription Goals Lead to Pricing Success
March 18, 2020
I often say you need to know the goal of your subscription product (or any product for that matter) to properly make decisions around pricing.
How to End Competitor Business Price Wars
March 11, 2020
Question: “How about talking about how to end a price war in the B2B space?” – J Answer: Ouch. You are hoping for a magic
