EG66: pricing complexity is your friend

EG66: pricing complexity is your friend

Most people I talked to over the years wanted a simple pricing model. They believed that customers don’t have the time or the attention span to understand complex pricing tables or multiple options. They were convinced that by having a simple pricing model they will win more customers. Yes and no. How software services are […]

EG58: the shift to selling value in software services

Managers of companies selling software services in Central and Eastern Europe have witnessed a big shift in the market in the past 5 years. The shift from selling “cheap” and “cheaper” to … something else. What is value There are 2 sides to any commercial transaction: value and price. Price is relatively straightforward. It’s a […]

EG3 / Title goes here

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EG2 / Title goes here

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EG1 / Title goes here

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EG35: what to do if you are too expensive

EG35: what to do if you are too expensive

You might get this reaction from customers: “your services are too expensive”. You might realise it by looking at your proposals’ success rates, if they are lower than you want them to be. There is no guarantee that higher prices are the reason you lost the projects, but sometimes that could be the explanation. Or […]

EG7: Willingness to Pay and how to measure it

EG7: Willingness to Pay and how to measure it

Your thinking about pricing should rotate around one axis: Willingness to Pay. Why this matters Whether you are selling high-volume, relatively low-priced software development services or you are positioned as a highly specialized, quality supplier charging premium rates, this is a wall you will keep bouncing against: the Willingness to Pay (WTP) wall. When you […]

EG4: All prices are relative and that is a good thing

EG4: All prices are relative and that is a good thing

Why go to Paris? That piece of metal is the standard for 1 kg. In the 1790s scientists got together and decided that most countries and people would benefit from using a unified system of measurements. A central role in this unification was the convention of using that piece of metal as the unit of […]

EG3: Why Fear is your biggest obstacle

If you sell software development services, you will not find your competition if you search on Google. Fear is your toughest competitor. When competition is good The human mind is generally a competitive mind. In some industries, this has led to some famous and entertaining public rivalries: It’s entertaining for all of us, especially when […]

Titlu aici

Post excerpt here:I suspect you have already heard many times about value selling, value-based pricing or variations of these, either from me or from other people. “In 2007, a trend began that would soon be recognized as a once-in-a-century transformation in the way business is transacted: from buying products to subscribing to services. We call […]