services
pricing & packaging diagnostic
you need to know where you’ve been before you decide where you’re going. a business diagnostic is a great first step in evaluating how you should address pricing and packaging. this offering includes but is not limited to an analysis of your sales performance, marketing funnel & other key business KPIs.
go-to-market strategy evaluation
business metrics aren’t helpful without business context. it will be important to get a 360-degree view of how your business runs and how you make money.
key parts of the evaluation will include segmentation, verticalization, how you currently package and market your products, your target audience, the buyer’s journey & pain points you’re solving for your customers.
internal alignment & execution assessment
there can be too many cooks in the pricing kitchen. sales, marketing and product all touch pricing and packaging in various ways, but who owns it? let us take alignment off your hands and serve as your operating partner in charge of pricing. we’ll also make sure that you’re set up for success with a deal desk function, a price book maintenance process & appropriate sku management.
competitive intelligence framework
do you know who your competitors are? we can help you understand who you’re up against, and go deep on top competitors with battlecards to support your sales and enablement teams. this can also inform your product roadmap as you study how your competitors are choosing to attack the market.
win/loss analysis
win/loss analysis and data collection is so underrated. it can inform pricing, packaging, how you position your product, and even provide some hints about sales performance (spoiler alert: your best sales reps take this data the most seriously). with help from a trusted vendor, we can put your business on a path to better close rates, more informed deal structures and a better holistic understanding of how your product performs on a deal-by-deal level.
market research (prospect focus)
whether you are launching a new product or curious about how customers and prospects will react to pricing changes for your current offerings, it’s always a good idea to forecast what the reaction will be. we partner with leading market research firms to run tests like the van westendorp price sensitivity meter to create a more robust dataset that informs your pricing strategy.
choose your own adventure
pricing strategy is complex and dynamic. we are open to new ideas about how best to support you and your business.