Q&A: How to Find Willingness To Pay in B2B Customers
September 20, 2019
Question: Hi Mark, How do you find out willingness to pay in B2B in particular when you’ve only had one price increase? Do you rely
Category: Blog
Pricing Lessons from Southwest Airlines
September 18, 2019
Coffee with an Icon: Howard Putnam, former CEO of Southwest Airlines I recently found out that Howard Putnam, former CEO of Southwest Airlines, lives in
Pricing Lessons from Peloton
September 13, 2019
Self Delusion or Intentional Deception? Peloton made pricing news recently when they filed their S-1 to go public. According to the Inquisitive Investor, their churn
Q&A: When Does Free Shipping Make Sense?
September 11, 2019
Question: Hi Mark, as I am trying to redo pricing I have tough competition from Amazon and some other MRO guys in terms of freight.
Q&A: Pricing with AWS
September 6, 2019
Question: Hi Mark, got one for you. My company sells licensed software product as well as hardware appliances via discounting structures to customers (direct sell
Why We Love Subscriptions (As Sellers)
September 4, 2019
The Advantages & Disadvantages to Subscriptions The subscription business model is taking the business world by storm. As business people, we all should be offering
Q&A: Transitioning to Subscriptions
August 30, 2019
Question: Hi Mark, I saw your request for pricing questions. Here’s one I’m dealing with now: “How do we transition IT Infrastructure pricing from perpetual/On-Prem
Why We Love Subscriptions (As Buyers)
August 28, 2019
We all subscribe to something today. We subscribe to cell phones, TV or video services, music services, news outlets, gym memberships, and that’s before we
Q&A: Pricing an Online Course
August 23, 2019
Question: A few days ago a friend asked me for some pricing advise for his company. He has an online teaching platform so he produces
Why You Must Use Market Segmentation – part 2
August 21, 2019
The previous post on market segmentation focused more on startup companies or launching new products. This one takes a look at market segmentation for mid-sized
