Q&A: Pricing Goals for Mature Industries
September 27, 2019
Question: In a well-established industry setup, pricing is non-transparent. When asked to develop a global pricing strategy from the ground up, What are the top
Category: Blog
How Apple’s Pricing Scared Me
September 25, 2019
I often think Apple can do no wrong. When they do something, it seems well thought out and researched. This is such a strong opinion
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
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
