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Pricing Strategy

Why most B2B market segmentations are not meaningful

Why most B2B market segmentations are not meaningful

We see a lot of market segmentations in our work. Often these segmentations are the weakest part of the marketing plan. Many segmentations are limited to firmographic data and in some cases are simply a list of industry verticals. They are meant to find a market that fits the offer. Instead, we should segment based on emotional and economic value creation to build an offer that fits a market.

Is your pricing a frozen accident?

Is your pricing a frozen accident?

In many industries the pricing metric and even pricing levels are frozen accidents. They were established in the past for reasons no longer known and endure through convention. Look at your pricing and ask questions. “Why this pricing metric?” “Whose interests does this pricing metric serve?” “How does pricing shape profit pools?” Pricing’s past does not need to determine its future.

Ibbaka provides a tool for you to self assess your pricing strategy

Ibbaka provides a tool for you to self assess your pricing strategy

Ibbaka provides a simple self assessment tool that will give you insight into how how well you are doing on market segmentation, pricing and value communication. Take this quick survey and see where you have opportunities to improve.

Value-Based Pricing’s Senior Statesman Tom Nagle on the Skills Needed for Pricing Expertise

Value-Based Pricing’s Senior Statesman Tom Nagle on the Skills Needed for Pricing Expertise

Tom Nagle basically defined strategic pricing, developing the core ideas and frameworks used today to understand differentiation value, construct a pricing strategy and execute on pricing in the field. Ibbaka spoke with him about the skills needed for pricing expertise.

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