Jim Geisman Pricing Isn’t Rocket Science - It Just Takes Some Work at Business of Software Conference 2013
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Jim Geisman Pricing Isn’t Rocket Science - It Just Takes Some Work at Business of Software Conference 2013

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Jim Geisman Pricing Isn’t Rocket Science - It Just Takes Some Work at Business of Software Conference 2013.

Jim Geisman Pricing Isn’t Rocket Science - It Just Takes Some Work at Business of Software Conference 2013.

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    Jim Geisman Pricing Isn’t Rocket Science - It Just Takes Some Work at Business of Software Conference 2013 Jim Geisman Pricing Isn’t Rocket Science - It Just Takes Some Work at Business of Software Conference 2013 Presentation Transcript

    • Pricing Isn’t Rocket Science --It Just Takes Some Work and time and teamwork and judgment and experience and luck 233 Needham Street • Suite 300 • Newton, MA 02464 • (508) 647-0330
    • The Ethics of Garage-Sale Arbitrage Is it ethical to buy something at a yard sale or flea market at the seller’s asking price, if you know the value of the item to be significantly higher than what is being asked because the seller didn’t do their research? Should you say anything to the seller? The Ethicist, New York Times Magazine
    • The Ethics of Buying Software Licenses Is it ethical to buy software from a software sales rep at the seller’s asking price, if you know the value of the item to be significantly higher than what is being asked because the seller didn’t do their research? Should you say anything to the seller now?
    • Wrong Price Right Price Pricing That Works
    • Pricing That Works Market Stage Target Customer Offering Your Economics Value Delivered
    • Pricing Works Better When You … • Look Beyond Price Level • Focus on Right Customer • Manage Perception of Value • Have Good Processes
    • Level Look Beyond Price Level Customer Perception Process
    • Level Focus on Right Customer Customer Perception Process
    • Level Customer Manage Perception of Value Perception Process Economic Drivers Revenue Cost Other Considerations Implementation Timing Risk
    • Manage Perception of Risk + € 1,000 €0 - € 1,000 €0 €0 € 1,000 - € 500 + € 500 Expected Value = € 500 Expected Value = € 500 Would you flip a coin? Pain (Loss) > Pleasure (Gain)
    • Manage Perception of Value • Loss aversion • Anchor high • Compromise • Herd instinct
    • Manage Perception of Value Technology  Value “Technology means nothing unless it enables a differentiated customer experience. Nobody goes into a restaurant because it has a mobile app.” CEO Panera Bread
    • Level Have Good Processes Customer Perception Process
    • Have Good Processes Bundles Incentives Deliverables Amount Metric Incentives Terms Bundles Deliverables Terms Deliverables Metric Packages Amount
    • To-Do List • Look Beyond Price Level • Focus on Right Customer • Manage Perception of Value • Have Good Processes
    • To Help With Your To-Do List… http://downloads.businessofsoftware.org/dontjustrollthedice.pdf
    • Thanks! Jim Geisman jimg@softwarepricing.com +508 - 647 - 0330 233 Needham Street • Suite 300 • Newton, MA 02464 • (508) 647-0330