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Tag: Customer Segmentation

Don’t Chase Pricing Ghosts | Strategic Pricing Solutions

Don’t Chase Pricing Ghosts | Strategic Pricing Solutions

Today is Halloween, but it is no time to be spooked by the challenge of increasing prices to fully capture the value of your products or services.  In nearly every company, opportunities exist to capture more value from select customers or products.  However, those opportunities are often not where you think they are, so do […]

Incremental Investments in Pricing Yield Big Returns| Strategic Pricing Solutions

Incremental Investments in Pricing Yield Big Returns| Strategic Pricing Solutions

All companies want to improve their profitability and deliver more value to their shareholders, but the best ways to do that are often debated. Pricing is the most powerful lever available to companies striving to improve profitability, but how to effectively use that lever may be unclear. Over the years we have talked with many […]

Pricing Strategies for Multiple Personalities | Strategic Pricing Solutions

Pricing Strategies for Multiple Personalities | Strategic Pricing Solutions

I have been watching the Game of Thrones the past several seasons. I love the rich scenery, the diverse range of characters, and the intriguing, suspenseful drama. A recent episode about the Many Faced God got me thinking about customer types. In particular, it got me thinking about customers with multiple faces or personalities. Some […]

Product Positioning – Good, Better, Best | Strategic Pricing Solutions

Product Positioning – Good, Better, Best | Strategic Pricing Solutions

We have written many times before in our blogs and newsletters that customers are not all equal.  They have different needs, they value product attributes differently, and they have varying levels of price sensitivity.  In order to address these multiple customer segments, it is common to have multiple variations of a product or service offering […]

Fire Low Margin Customers as a Pricing Strategy? Not a Good One. | Strategic Pricing Solutions

Fire Low Margin Customers as a Pricing Strategy? Not a Good One. | Strategic Pricing Solutions

A somewhat popular tactic of companies looking to improve their margins is to identify their low-margin customers and fire them. They don’t go Donald Trump on their customers and say “You’re fired.” Instead the companies jack up the prices of those customers to either drive them away or make them profitable. Some companies even erroneously […]

New Year’s Resolutions for Pricing | Strategic Pricing Solutions

New Year’s Resolutions for Pricing | Strategic Pricing Solutions

I resolve to: Set prices according to the value we bring to customers, not according to my costs. Use the rich data I have in my transactions and CRM interactions to better understand my customers’ needs, how they react to prices and offers, how their prices compare to similar customers and situations, the reasons we […]

Blog: Customer Segmentation in the Wireless Market | Strategic Pricing Solutions

Blog: Customer Segmentation in the Wireless Market | Strategic Pricing Solutions

For years cell phone service came with 2-year contracts and included a discount on a new telephone.  In the past year, however, T-Mobile started a trend of unbundling the purchase of the phone from purchase of talk, text, and data services.  Now all of the major carriers have moved to the unbundled model, with prices […]

How Our Brain Determines if the Product is Worth the Price | HBS Working Knowledge

How Our Brain Determines if the Product is Worth the Price | HBS Working Knowledge

Are consumers more likely to buy if they see the price before the product, or vice versa? Uma Karmarkar and colleagues scan the brains of shoppers to find out. by Carmen Nobel Think of the last time you went shopping. By the time you decided to buy a product, you knew both what you were […]

Blog: The Power of Segmentation | Stephan Liozu

Blog: The Power of Segmentation | Stephan Liozu

Segmentation is at the heart of marketing. It is actually one of the most essential step in progressive market management but is also one of the most neglected one. By neglected, I mean it is either not performed at all or it is designed in a very traditional fashion: using demographics or firmographics parameters. Over […]

Book: Impact Pricing – Your Blueprint for Driving Profits

Book: Impact Pricing – Your Blueprint for Driving Profits

Summary: Pricing strategist Mark Stiving dares you to take a fresh look at the framework behind your product price, and asks—how can you make a greater impact? Stiving empowers you to revaluate your pricing approach, urging you to stop focusing on price as a means to sell and start focusing on price as a tool […]