February 2016 Service Pricing, Product Roadmaps, Incentive Struggle, Value Propositions, Star Wars and Market Penetration

Professional Service Pricing: Beyond the Hourly Rate and into the Deliverable

February 2016 Pricing

In deliverable based pricing, prices are tied to deliverables, not effort. In order for that to work in favor of the service provider, that provider has to know, plan, and execute what it takes to achieve the defined deliverable with the client. (Laggard service providers may be afraid of deliverable based pricing precisely because of their project management skill-set deficit – but it is something they can learn.)

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Designing a Product Roadmap - I

February 2016 Product, Selling

Not all products however enjoy the ‘soap & detergent’ kind of stability. Phones in 1990s were used for calling and today calling is one of the many functions of a phone. Cars back then were mechanical marvels and now they’re practically computers on wheels. In case of software and applications, the product life-cycle graph is even thinner and very well summed up in a comment by Reid Hoffman (Linkedin Cofounder): “If you are not embarrassed by the first version of your product, you’ve launched too late.”

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Incentives Aren’t Everything

February 2016 Corporate, Selling

Therefore, it is important to design a sales incentive structure that puts heavy emphasis on company profit, if that is indeed what your company seeks. Your company probably does. Shifting a company from a revenue or volume sales mindset to a profit mindset can take a good deal of time and effort, but it is an important shift, and one that shows real results.

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New Washing Machine Marketplace Innovations and Warranties Driving Value Proposition Differentiation

February 2016 Corporate, Product

Recent purchases have lasted less time than that in most cases. I wondered aloud whether using tools like Six Sigma for efficiency over and over have reached an inflection point where they destroy quality. Once you have perfected a product and focus on taking out costs, there is an opportunity cost. That opportunity cost usually results in a loss of quality.

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Consider Business Growth by Focusing on Increasing Market Penetration

February 2016 Marketing, Selling

Increasing your market penetration is extremely helpful, and once you have a larger fan base, you’ll have more people to promote to for your next products and services. This is why a market penetration strategy can be a great option when you’re starting out a business and attempting to increase your fan base. These methods should help you to reach a wider audience around the world to promote your business.

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“Tesla’s stock has been in a free fall since the beginning of the year, down 28% from $240 to $173, and is breaking through technical support levels.” – Forbes

  1. Is it a pricing problem?
  2. Shouldn’t such an innovation be more affordable?
  3. Does our future depend on it?
  4. What if electricity replaced oil reliance?
  5. Will it always be this expensive?
  6. What if we just learned how to fly?
From the Archives

Professional Service Pricing

» November 2015

An Overly Simplistic Approach to Pricing Strategy

» October 2015

The Pricing Function: Simple Questions with Complex Answers

Designing a Product Roadmap - I

» October 2015

Semiconductor Socket Wars – II

» January 2016

Generic Drug Pricing Practices under Scrutiny

Incentives Aren’t Everything

» July 2015

Keeping Customers Isn’t So Easy

» December 2015

Groupon’s Third Act

New Washing Machine Marketplace Innovations and Warranties Driving Value Proposition Differentiation

» October 2015

Airlines and Innovation

» January 2016

Pricing Automation: Questions to Ask

Special Marketing Provides the Force behind New “Star Wars” Film

» January 2016

Does Surge Pricing Have an Image Problem?

» December 2015

Ensure Your Digital Marketing Strategy Supports the Business Goals

Consider Business Growth by Focusing on Increasing Market Penetration

» March 2015

Managing Value: Getting Smarter

» July 2015

Turn Services into Packages to Outsell the Competition