B2B companies now have a consistent method for their sales teams to assist their buyers in making a case for investment. Customer Value Management (CVM) has provided our customers with a solid foundation for increasing revenue faster in the future.

How can a maturity model help you with your pricing strategy? It all comes back to what drives value. Different stages of a maturity model drive value in different ways and therefore, influence how they should be priced

Join the Ibbaka team on Thursday March 21 for two pricing case studies. One looks at Economic Value Estimation in precision agriculture. The other looks at vectors of innovation and pricing in media (the subject being the iconic British financial newspaper The Financial Times). This is part of the Value Innovation and Pricing Vancouver series of MeetUps.

Our recent research on how people price innovations found different pricing methods for sustaining versus disruptive innovators. Sustaining innovators tend to use value-based pricing. Disruptive innovators are more likely to price relative to the market alternative. We explore why this might be using the Clayton Christensen model of disruptive innovation.

We see a lot of b2b market segmentation in our work. Often these are the weakest part of the marketing plan. Many segmentation is typically 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.

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.

Pricing strategy and design work inevitably includes a lot of numbers. Too often, we focus on the numbers describing the numbers, averages, medians, standards of deviation. In most cases, the shape of the distributions is as important as the absolute values.

Change can be hard, especially pricing change, which touches on so many different parts of the organization and which requires buy in from your customers. What are the small steps you can take to get started on your pricing journey.

There is an unspoken discount that most SaaS companies are faced with. This is the risk discount. Buyers are not sure if your product will deliver the value you claim it will, and that they hope it will, so they levy a risk discount. One way to improve your pricing power and increase your price is to reduce this perceived risk.

Pricing excellence requires organizational alignment on pricing. Corporate culture plays an important role in this. It is critical that finance, operations, product development, product marketing and especially sales are aligned on pricing success. Without alignment, it is difficult to execute on adaptive pricing.

On Thursday, January 18 we will co-host a webinar with Keboola on data driven strategies to optimize profit. See our events page to sign up Are you collecting the data you need to improve pricing? How are you putting that data to use? Do your target customers understand the value of your offer?

The US FTC will probably abandon the principle of Net Neutrality. This will lead to new pricing options for ISPs, application providers and content providers. It is time to start developing scenarios for the impact this will have.

Many of us are now deep in strategic planning for 2018. We are defining goals, setting priorities and marshalling resources. What role will pricing play in your 2018 strategy?

Who should own pricing decisions? There are as many opinions on this as there are pricing experts. For good reason. The answer to this question depends on the company's goals and organizational structure, and on just where the product is in the lifecycle.

Big data, predictive analytics, artificial intelligence (AI) and machine learning are all the rage these days. They are sure to be a popular topic of hallway conversations at this October's Professional Pricing Society Fall Conference in San Diego (Oct. 24 to 27, 2017). The theme for the conference is 'Data, Change Management and the Profit Landscape' and there are a number of interesting sessions on these themes on the agenda.