our approach & process
Unparalleled Expertise. Proven Approach.
Are you struggling to set prices that reflect the actual value of your B2B SaaS offerings? Are you losing deals due to ineffective value communication and price negotiations? Through Competitive Positioning and Five-Step Process, Ibbaka will support you and your Sales and Marketing Efforts.
Competitive Positioning
Understand how your pricing compares to the competition so that you can determine if a pricing change is necessary.
Scan Competition
Define use cases and market segments
Understand direct and indirect competition
Research competitor pricing
Compare pricing approaches, plans and levels
Generate Category Value Map
Generate value models for each alternative (up to five)
Map it to key businesses and roles
Cluster value drivers
Compare competitors
Analyze wins and losses
Review win/loss data
Estimate value and pricing issues for each opportunity
Determine the role of value and pricing in sales performance
Recommend Price Positioning
Align with overall positioning
Position for each use case and customer segment
Determine the Ideal Customer Profile in each segment based on value and price.
The Five-Step Process
Design pricing that delivers on key performance indicators and aligns with the overall strategy and market realities.
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Align pricing with the overall business strategy and positioning
Define key business metrics for pricing
Establish baselines for key business metrics
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Identify use cases and target segments or ideal customer profiles
Generate a value model
Validate with interviews, where possible
Validate with synthetic data
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Map functionality to packages
Choose pricing metrics (from value model variables, where possible)
Choose fences between packages
Set pricing levels
Design discounting
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Model impact on key business metrics
Explore scenarios
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How has the strategy changed?
How has functionality changed?
Is the promised value being delivered?
What are competitors doing?
How is pricing impacting the win/loss ratio and other pipeline metrics?
How is pricing impacting Net Revenue Retention?
Adapt pricing as necessary
Sales and Marketing Support
Ensure that the new pricing is implemented and has the intended business impact
Train Sales on New Pricing
Sales pricing playbook
(FAQ) Frequently asked questions
Objection handling
Sales scripts
Role playing
Communicate New Pricing
Prepare a communication plan
Design pricing page
A/B test communication plan
Migrate Existing Customers
Review contracts for constraints and timing
Segment current customers by customer lifetime value and value to customer
Sequence customers for migration
Prepare a communication plan
CASE STUDY
Jake Athey, VP of Marketing and Customer Experience, Widen
“We have worked with Ibbaka on a series of projects to transform our pricing and strategic positioning. Ibbaka provided us with the evidence and insight to make strategic decisions and execute with greater predictability.
Ready to transform your business?
Contact us today to discover how Ibbaka can help you unlock growth through smarter segmentation, effective pricing strategies, value-based practices, and innovative product development. For strategic insights on collaborating with our team, see our Buyer FAQ—855 words, just 4 minutes. It’s crafted for B2B SaaS executives and pricing leaders.
