Is Your Solutions Pricing "Good Enough”?
The February BPMA meeting dealt with Solutions Marketing. Now we turn our attention to Solutions Pricing. Too many companies leave money on the table because they price their solutions as a collection of piece parts. In contrast to a product, a solution is more than the sum of the (product) parts.
In this presentation you will learn which pricing model "levers” to pull to get paid fairly for your solutions – and your products.
Although early stage companies -- especially those competing in emerging product categories -- have more latitude in what they can "get away with” in pricing, they rarely have a complete-enough solution but need to prepare for the future. Mature companies with existing product lines or products that are more mature (i.e. have crossed the chasm) need to be more careful with their pricing as it is easy to undercharge for solutions packages.
Whether yours is an early stage company offering products that will become part of a solution or working in a more mature company that can offer multiple solutions, every PM needs to know how to deal with pricing challenges. Learn how to deal with the art and science of pricing.
Some of the questions we’ll address include:·
- What is a pricing model?
- How can it be used to "create value”?
- How can solution packaging become a competitive weapon?
- Are pricing problems just that – or something more?
Timeline for the evening:
6:15 pm: Registration opens
6:30 - 7:15 pm: Informal & structured networking (light refreshments are served)
7:20 - 7:30 pm: Announcements
7:30 - 8:30 pm: Speaker presentation
8:30 - 8:40 pm: Q&A
8:40 - 9:00 pm: Wrap up, networking follow up and depart
Premium Members: Free if you pre-register online at least one day prior to event or $10 at the door
Guests and Basic Members: $25 if you pre-register and pay online at least one day prior to event or $35 at the door
Jim Geisman, President and Founder of Software Pricing Partners
Since the late-80s, Jim has been helping emerging and established software companies solve some of their toughest pricing problems. This includes helping companies price, structure and negotiate their "big deals” and make the transition to the on-demand (SaaS) pricing model.
He has written extensively on software pricing and is a frequent speaker at SoftSummit, SaaS University and other trade conferences. He has also consulted internationally on issues of software pricing and deal structuring.
Jim has been a co-founder, director, or mentor to early stage companies. He sits on the Board of the Professional Pricing Society. He holds degrees in electrical engineering and business from Tufts and Harvard, respectively.