Are you applying best practices in your pricing?

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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 fair? And why you should care.

Is your pricing fair? And why you should care.

Pricing transparency and fair pricing are becoming hot issues. Buyers want to believe their pricing is fair and reflects the value they receive. What does it mean for pricing to be fair and how do you communicate fairness?

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