Q&A: How to Raise Prices on Current Customers
May 3, 2019
Question: We have customers who we have identified in a segment that have a higher WTP. How do we transition them to higher prices when
Category: Blog
Subscription As A Loss Leader: A Lesson from Burger King
May 1, 2019
Burger King is offering a coffee subscription for only $5 per month. That’s less than two trips to Starbucks!!! How can they do that?
Why San Francisco Companies Should End Prices in 49
April 30, 2019
A reader/colleague recently sent in a research paper that is fascinating, but probably not that impactful. Markus Husemann-Kopetzky and Soren Kocer wrote Price Endings that
Should Pricing Belong to Marketing? Ask an Expert
April 26, 2019
Question: What do you think is the connection between pricing & marketing? I read that a lot of people say “pricing is part of marketing,
Pricing Is Like Tic Tac Toe, Only a Lot More Complex
April 24, 2019
First a question. Is there anyone who doesn’t know what tic tac toe is? That’s a genuine question asked by a naive American. It’s so
Should I Offer Discounts for Future Business?
April 22, 2019
Question (edited by me): Hey Mark, I would like to thank you, because I have been following your LinkedIn posts for half a year and
Pricing Lessons from Howard Hughes’ Father
April 19, 2019
Howard Hughes, the eccentric Hollywood playboy, inherited a fortune that was generated by his father. The other day, a podcast guest told me Hughes Senior
Q&A: When a Prospect Asks for a Discount
April 17, 2019
Question: What are the ways to respond when the prospect asks for a discount and how to win a price negotiation? Answer: Cecilia, great
I Finally Dropped Netflix: A Pricing Introspective
April 15, 2019
It’s true. After loyally subscribing since the era of DVD’s, I finally unsubscribed. In this blog, I’ll first tell you what went through my mind,
Q&A: Dealing with Salespeople and Costs
April 12, 2019
Question (edited by me): How should we manage the perception of sales regarding the fact that production costs are just one parameter in the pricing
