Pricing AI: Market Segmentation Matters
August 25, 2025
Pricing begins with understanding why buyers choose to make a purchase in the first place. Buyers don’t purchase AI because it is powerful or innovative.
Tag: pricing skills
Pricing AI: Are You Selling a Platform or a Solution?
August 18, 2025
Mark, Why Does This Distinction Matter? In AI, whether you are selling a platform or a solution is one of the most important strategic decisions
Pricing AI: Do Costs Finally Matter in Pricing?
August 11, 2025
Buyers trade money for value. They don’t care what it takes you to deliver your product. They care what it does for them. That principle
Pricing AI: Buyers Buy Inherent and Relative Value
August 4, 2025
One of the most important lessons in pricing is this: Buyers trade money for value. That hasn’t changed, even with the rise of AI. They
Pricing AI: A Practical Guide for a Hype-Filled World
July 28, 2025
This is the first of a series of blogs that may eventually become a book on Pricing AI. Why? Because AI is exploding into products
Why Empathy Is Your Most Underrated Pricing Tool
July 21, 2025
Most people think pricing is about math. We build spreadsheets. We run simulations. We talk about cost-plus (ugh) and margins and profit targets. But pricing
Two Buyers Talked … and Nothing Bad Happened
July 14, 2025
I teach pricing (and value) a lot. And I always include price segmentation. It’s one of the most powerful ways a company can grow profits,
Everyone’s Talking About AI. Almost Nobody’s Using It.
July 7, 2025
Over the Fourth of July, I took a trip to the Midwest to visit family and friends. As usual, I couldn’t help myself. I asked
Product-Market Fit Is Overrated for Pricing
June 30, 2025
“Product-market fit” is one of the most popular phrases in startup and product circles. It tells you that someone wants what you’re selling. That’s useful.
When Pricing Becomes Sleazy Manipulation
June 23, 2025
Let’s be honest. There’s a fine line between pricing smart and pricing sleazy. And most of us working in pricing walk that line regularly, sometimes
