If you’re reading this blog, you probably know the dramatic profit impact of small price improvements. (For a company running at 10% net margin, a 1% price improvement increases profit by 10%.) Yet even when companies want to improve pricing performance, they often feel like they are at the mercy of the market. If you’re [...]
If you’re in the software industry, don’t miss SaaS University in Dallas, January 26-28. With over 30 sessions, this event provides the best opportunity for folks in the SaaS community to learn, share, and network. Get early bird pricing through December 21, and save an additional $100 with the code MIMIRAN100. One of the sessions [...]
I’ve never done this before, but today I’m going to plug the Grameen Foundation‘s “$27 on the 27th” campaign. For those of you who don’t know, the Grameen Foundation is a microlending institution that helps poor women in developing countries get loans to fund small businesses. Loans are typically in the range of $20-200. Their [...]
Six Sigma Pricing: Improving Pricing Operations to Increase Profitsby ManMohan S. Sodhi and Navdeep S. Sodhi288 pages If your company negotiates prices, you need to read this book. The authors provide a welcome operational complement to the much broader literature on pricing theory. Pricing theory typically focuses on what price to set, and what policies [...]
We mentioned earlier that we were about to do a webinar on Effective Pricing and Value Capture, as part of the FeaturePlan webinar series. The recorded versions (Flash and mp3) are now available online. Oh, and it’s also dugg on Digg.com. The webinar focuses on high tech products, but many of the techniques apply across [...]
On Wednesday, January 24, I’ll be presenting a webinar on Effective Pricing and Value Capture at 12 noon EST. If you don’t make it live, we will make a recording available later (we’ll post a link here). Effective Pricing and Value Capture How a little planning can make a huge difference to product success. Pricing [...]
The Professional Pricing Society Spring Conference in San Francisco was last week. About 450 pricing people were there. I’ve never been to a Star Trek convention, but I’d guess they’re similar in their aggregation of people who care passionately about something few other people care about. Especially for people new to the field, the conference [...]
For members of the Professional Pricing Society, we have an upcoming webinar on the importance of effective pricing benchmarks (members click here to register). March 15, 2006, 12 Noon EST Companies recognize that there is tremendous opportunity in improved pricing but often lack effective benchmarks to establish current status, quantitatively identify opportunities, and accurately track [...]
I had a post back in December about pricing with imperfect information. This will also be the subject of two upcoming talks, one at the PROS Pricing Conference in March, and one at the Professional Pricing Society Conference in May. Here’s the short version: pricing theory gives us equations and tools to estimate demand, and [...]
Pricing theory is extremely compelling if we know what’s going on. The problem with applying the theory is that our information is so far from perfect, it may not even be relevant, accurate, timely, or available. Most often, we attempt to construct a model of our pricing universe with a few solid data points, a [...]
