Impact Pricing

Damien Robert is currently the Chief Solution and Delivery Officer at Pricemoov. He's been at Simon-Kucher & Partners (SKP) for 17 years of his career so he actually understands pricing really well. Damien also took a three-year stint at Disneyland Resorts Paris. Damien develops and implements tailor-made pricing solutions, ensuring easy price steering across the organization. In this episode, Damien talks about Machine Learning and how it helps optimize inputs in the pricing work as he shares insights in relation to Pricemoov’s models.   Why you have to check out today’s podcast: Find out what Machine Learning (ML) and Artificial Intelligence (AI) are all about and how these two are used in pricing Discover simple and advanced pricing strategies you can implement to reach a bigger market Understand why looking at price in the perspective of your client is a good move towards success   “Look at your prices with the client view.” – Damien Robert   Topics Covered: 01:32 – How Damien got into pricing 02:34

This is an Impact Pricing Blog published on December 22, 2021, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/the-art-of-pricing/  If you have any feedback, definitely send it. You can reach us at mark@impactpricing.com. Now, go make an impact. Connect with Mark Stiving:  Email: mark@impactpricing.com LinkedIn

Real value comes from real differentiation. Real value is turned into perceived value through marketing.  When we're up against the competition, which most of the time we all. Our customers are buying perceived differentiation. They look at our product or competitors' products. What's the difference in price and is it worth it? And the, ‘is it worth it’  has everything to do with the difference in capability, the product differentiation, the features that are different.  “Build real differentiation, but we have to make sure our customers know it.” - Mark Stiving Now we may have built the best product in the world. We may have built a product that is much, much better than our competitors, but if our buyers don't know that. If they don't believe that, then they're not going to choose our product buyers.  Aren't buying based on real differentiation? They're buying on their perceptions or what we'll call perceived differentiation. Our job as a company should be to build products that are truly better than our co

Ebrahim El-Ebiary is a Pricing Manager at Goodyear Tires. He’s been with Goodyear for six years now, having worked in Revenue Management at FedEx before that. Ebrahim is a Professional Certified Coach and he's genuinely interested in people and how they think. In this episode, Ebrahim talks about the importance of curiosity and good relationship to your pricing practice as you continue to make money through helping your customers do the same.   Why you have to check out today’s podcast: Learn about what revenue management is and the relationship it has with pricing Understand why it’s important that pricing people understand their customers’ future while having the customers take part in the creative process Find out about the benefits of having a good relationship with your customer and keeping that relationship until it lasts   “Before launching a very detailed analysis, ask the question, ‘how will this be used?’” – Ebrahim El-Ebiary   Topics Covered: 01:11 – How Ebrahim got into pricing 01:59 – Revenue m

This is an Impact Pricing Blog published on December 15, 2021, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/the-best-attitude-for-a-great-value-conversation/ If you have any feedback, definitely send it. You can reach us at mark@impactpricing.com. Now, go make an impact. Connect with Mark Stiving:  Email: mark@impactpricing.com LinkedIn

Costs don't drive pricing, willingness to pay drives prices.  I remember 1989. Yes. I'm that old? I was selling automatic test equipment to the semiconductor industry, and I heard this story on the radio that changed the way. I thought about pricing and costs forever. Intel built the 46 DX, which is the very first dual-core microprocessor in the world. Very expensive.  Of course, AMD decided they were going to create a single core version and they charged a much lower price. So they've taken a lot of business away from it. Yeah. Intel's thinking ‘Hey, we better do something’. So Intel creates a single-core version of their microprocessor and they charge a price more competitive with AMD. And so now they're not losing quite as much business. Now, this story makes all the sense in the world until you learn how Intel made the SX. They first made a DX, a dual-core processor, and then they took an extra manufacturing step with a laser to disable the coprocessor. It actually costs them more to build an SX, a single

Mark Stouse is the Chairman and CEO of Proof Analytics. He was 2020’s Top 10 Most Influential Analytics Leaders. He was also CMO/CCO at Honeywell Aerospace, so he has tons of experience. Mark also hosts his own podcast called “Accelerating Value”, a weekly podcast aimed at guiding people in creating, defending, and proving value with the help of experts. In this episode, Mark discusses how analytics lead SaaS businesses to success as he shares insights most SaaS entrepreneurs need to know about the relationship between analytics and pricing.   Why you have to check out today’s podcast: Discover how a different way of consulting like analytics can help SaaS businesses to become profitable nowadays; Know how much of a game changer analytics is in terms of keeping the relationship between customer loyalty and pricing intact; Find out how the scientific sense of inquiry helps pricing people reach greater heights in relation to sales and pricing with clients   “It isn't that you say, ‘Hey, what are you willing t

Every single customer touchpoint customers are evaluating us. They're saying that was a good experience. That was a bad experience. If we mess up an invoice and they have to call to fix it, that's a bad experience. And that destroys. But if our invoices are super easy to understand, and they tie back to all the previous paperwork and they make it easy for our customers to do their job, like, oh, pay the bill, then we're adding value. Even if it isn't our main product. Every customer touchpoint adds or subtracts value. “Everybody in your company that your customer touches either adds or subtracts value, make sure they add value.” - Mark Stiving This is obvious. When we think about the products we build and our customers touch our products, our products, great products, high quality products. It may be obvious when we think about marketing departments, because marketing is putting out communications and are those communications truly resonating? Or are they just falling flat or maybe even offending? What about

This is an Impact Pricing Blog published on December 8, 2021, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/the-power-of-procurement-matters/ If you have any feedback, definitely send it. You can reach us at mark@impactpricing.com. Now, go make an impact. Connect with Mark Stiving:  Email: mark@impactpricing.com LinkedIn

Vikas Pal Boaddh is the Senior Strategic Marketing and Pricing Leader at Honeywell. He started out as a Software Engineer but has switched careers after getting an MBA in Marketing and General Management. His pricing journey in Honeywell was a happy accident for him. His startup in Food Tech wasn’t working in his early years, so he was introduced to Honeywell’s pricing team. Now, he’s been with them for 10 years.  In this episode, Vikas discusses why value-based pricing is the right thing to do and shares why understanding how your customer thinks is a must in dealing with pricing.   Why you have to check out today’s podcast: Discover how important it is for you to understand the customer’s business first before making them understand how much money they’re going to make once they buy your product; Understand the four pillars of pricing frameworks in organization; and Find out how you can become more efficient in pricing through tips that will help you avoid repeatedly doing the same thing with progress.  

This is an Impact Pricing Blog published on December 1, 2021, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/value-based-mindset-is-hard-for-an-organization/  If you have any feedback, definitely send it. You can reach us at mark@impactpricing.com. Now, go make an impact. Connect with Mark Stiving:  Email: mark@impactpricing.com LinkedIn

Yes, pricing is really hard. I personally find it frustrating when I look at companies, doesn't matter the size of the company where they're focused a lot on how do we keep costs down? How do we cut costs? We have procurement people. We hire specific procurement people whose job is to get costs down and their job is to learn how to negotiate better so that we can pay lower prices. And I'm not saying those are bad things. But, you know, pricing is so much more powerful. What if we could negotiate better on our sales side? What if we could communicate value better to our marketplace? What if we understood value to where we could set our prices at a higher point and maybe even build products that have more value. “Pricing is hard. There's no doubt, but that's what business is all about. It is definitely worth investing. I don't know why companies don't.” - Mark Stiving We hope you enjoyed this podcast. If you see have any questions or feedback please email me mark@impactpricing.com.  Now go make an impact. Conne

Kevin Coppinger is currently the Director of Analytics in Ferrellgas. He is passionate about leading groups that turn large data into an asset, providing leadership the opportunity for insights and actions. In this episode, Kevin shares his analytics journey as he talks about the importance of data in providing better service and becoming a better service provider in the field.   Why you have to check out today’s podcast: Discover why data is power and how the understanding of it makes everything better; Understand why an analyst needs to be a good overall communicator if he wants to be good at what he’s doing; Find out how knowing your competitors help you understand where your company and your products should fit in the field.   “Figure out who your top three competitors are and find their biggest weakness and their biggest strength when it comes to product offering and price.” – Kevin Coppinger   Topics Covered: 02:40 – Talking about his failed CPA journey and how it led him to pricing 05:57 – Discussion

This is an Impact Pricing Blog published on November 24, 2021, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/value-based-mindset-is-hard-for-an-individual/  If you have any feedback, definitely send it. You can reach us at mark@impactpricing.com. Now, go make an impact. Connect with Mark Stiving:  Email: mark@impactpricing.com LinkedIn

I've spoken with lots of CEOs who believe that they should get higher margins and they want higher margins. And, by the way, doesn't everybody want higher margins? But the key is the CEO as well as pretty much everybody else in the company doesn't truly understand what value means to the customer.  And what that means is that the products they're building aren't necessarily. That valuable to their marketplace.  “Build products that deserve higher margins. “- Mark Stiving If everybody could switch their mindset to believing in value, to understanding what customer value really looks like, we could truly build products that had a lot more value in the marketplace and then charging higher prices and getting higher margins. That just goes along with building better products.  We hope you enjoyed this podcast. If you see have any questions or feedback please email me mark@impactpricing.com.  Now go make an impact. Connect with Mark Stiving:  Email: mark@impactpricing.com LinkedIn

Scott Miller is an experienced pricing professional with over 12 years of proven leadership in achieving profit oriented sales growth through advanced pricing techniques. Currently, he works as the Vice President of Pricing at Fiserv. Scott guides the pricing team in developing creative proposals for clients on Fiserv sales of $3B annually. He successfully led and implemented profitable growth and pricing strategies in Fortune 500 companies across numerous industries. In this episode, Scott shares insights in relation to his pricing journey, from the very start of being inspired by Neil Brisbane and now working as Fiserv’s VP of Pricing.   Why you have to check out today’s podcast: Discover how you can avoid cannibalization of your own sales in other regions as you start going global in business; Know why understanding the context – your customer, your competitors, and outside influences – is important in doing pricing decisions; and Learn more about formula-based pricing and its difference with cost plus pr

This is an Impact Pricing Blog published on November 17, 2021, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/freemium-or-free-trial/   If you have any feedback, definitely send it. You can reach us at mark@impactpricing.com. Now, go make an impact. Connect with Mark Stiving:  Email: mark@impactpricing.com LinkedIn

Gross margin never matters to pricing. Occasionally, contribution margin does. This might feel like accounting to you.  Gross margin, contribution margin…. but you've probably heard me say, 'Fixed costs never matter to pricing. Never, never, never.’  Now, if you believe that here's a really simple accounting concept.  “Gross margin includes allocated fixed costs to the cost of a product. Contribution margin does not include allocated fixed costs. “- Mark Stiving So if we simply take the rule that fixed costs never mattered in pricing, then when we're making pricing decisions, we shouldn't be looking at gross margins. Sometimes we want to look at contribution margin, especially if we're pricing. Uh, take it or leave it type products.  And we can talk about that some other day.  So please don't use gross margin.  We hope you enjoyed this podcast. If you see have any questions or feedback please email me mark@impactpricing.com.  Now go make an impact. Connect with Mark Stiving:  Email: mark@impactpricing.com Li

Luigi Prestinenzi is Sales IQ Group’s Co-Founder and Head of Growth. He founded this company in 2014 and has been helping companies unlock the full potential of their sales teams since then. Luigi has been in sales his entire career. He hosts the Sales IQ Podcast where he talks with various leaders from around the globe to discuss the art and science of sales and marketing, personal development, and the mindset required to sell more every day. In this episode, Luigi discusses the importance of creating value in your practice, and why understanding your customers is crucial.   Why you have to check out today’s podcast: Find out why you must know what your customer values in order to provide them with what they want; Learn why understanding ICPs and KPIs is important for your sales growth; Rather than losing a client because you thought you did what was right, find out how to close deals effectively.   “Before even going to a point of price and advocating any solutions, ask yourself a question. Do you know th

This is an Impact Pricing Blog published on November 3, 2021, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/pricing-during-supply-constraints/  If you have any feedback, definitely send it. You can reach us at mark@impactpricing.com. Now, go make an impact. Connect with Mark Stiving:  Email: mark@impactpricing.com LinkedIn