Defining Value: A Community Discussion
December 25, 2019
What is Value? Recently, I’ve been involved in 3 different conversations on LinkedIn about this topic. One of them I intentionally initiated because I was
Tag: pricing value
Q&A: Value vs. Willingness to Pay
December 13, 2019
Question: I am confused by the terminology around Value and Willingness to Pay (WTP). I may get $100 of value but only willing to pay
How to Use Game Theory to Increase Value
November 2, 2019
As a doctoral student, game theory was by far my favorite topic. It has so many applications in the pricing world. Defining Game Theory As
EP38: Damon Burton – Building Brand Value and Reputation
October 7, 2019
Damon Burton helps companies show up higher on Google for words that they can monetize. Damon’s clients include the Utah Jazz and businesses that
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
Hardware as a Subscription
August 13, 2019
Hi Readers, I received this very insightful email from Ryan Mann. You may want to read it. Afterward, I’ll outline my big takeaways or Aha!
Ep29: Adrienne Gordon – Empowering You To Achieve Pricing Excellence
August 5, 2019
Adrienne Gordon has a passion for the power of pricing. She has dedicated her career to pricing since 1999, working with multiple companies in
Ep27: Blair Enns – Pricing Creativity Applied to Products
July 20, 2019
Blair Enns is the author of The Win Without Pitching Manifesto and Pricing Creativity: A Guide to Profit Beyond the Billable Hour. He co-hosts, along with David C. Baker,
Value Tables – The Value Column (part 2)
July 12, 2019
In Value Tables – The Value Column (part 1) we focused on putting a dollar value on each PSR or Problem, Solution, Result. For now,
Ep24: Ed Kless – Without the Conversation, There is No Value Pricing
July 1, 2019
You can’t do value pricing without having a conversation about the prospects problems and pain points. The way you talk to customers has a significant
