SlideShare a Scribd company logo

Subscribed World Tour: Pricing Strategies For Tomorrow

This document provides an overview of Simon-Kucher & Partners, a global pricing consultancy firm. It discusses the increasing challenges companies face with pricing due to factors like price pressure and price wars. It then summarizes Simon-Kucher's approach to helping companies capture value through new price models and packaging strategies. Examples are provided of companies that transformed their pricing from fixed to success-based models or from usage-based to bundled offerings. The document concludes by positioning Simon-Kucher as the world's leading advisor in pricing, strategy, marketing and sales.

1 of 29
Download to read offline
www.simon-kucher.com
How to win with New Price Models & Packaging
Pricing Strategies for tomorrow
Auckland, August 4th, 2015
Chris Petzoldt, Managing Director
Australia / New Zealand
Sydney office
Level 32, Northpoint Tower
100 Miller Street
North Sydney NSW 2060, Australia
Tel. +61 2 91121301
chris.petzoldt@simon-kucher.com
Zuora presentation 2015 - Simon-Kucher
Overview
Pricing – an increasing challenge
Capture value with New Price Models
Capture value with Packaging Strategies
Need help? Simon-Kucher can support!
2
Zuora presentation 2015 - Simon-Kucher
Global Pricing Study; 1,615 companies across the world; 39% C-level executives
Source: Simon-Kucher & Partners
Simon-Kucher's Global Pricing Study 2014
report increasing price pressure83%
are in price war58%
price implementation rate –
lowest number ever measured37%
3
Zuora presentation 2015 - Simon-Kucher
Why is this so alarming?
-23%
-23%
-28%5% decrease in volume...
5% increase in
fixed cost ...
5% increase in
variable cost ...
Example profit & loss structure Resulting decrease of operating
income*
Fixed cost
45
Variable cost
45
5% decrease in price...
Operating income
10
Price = 1, Volume = 100
Revenue
100
4
Zuora presentation 2015 - Simon-Kucher
Global Pricing Study; 1,615 companies across the world; 39% C-level executives
Source: Simon-Kucher & Partners
Top solutions companies see to cope with increasing price
pressure
Top options to escape oppressive market conditions*
12%
16%
19%
20%
26%
Share of respondents*
Introducing new, innovative, or differentiated products
Changing the revenue model and the way customers
think about price and value
Strengthening sales & marketing functions to support
value creation & communication
Reducing our variable or fixed costs
Changing mindset and confidence in our ability to
implement higher prices
5
Zuora presentation 2015 - Simon-Kucher
Overview
Pricing – an increasing challenge
Capture value with New Price Models
Capture value with Packaging Strategies
Need help? Simon-Kucher can support!
6

Recommended

Presentatie Sales & Marketing Achieving Pricing Excellence | 4 februari 2016 ...
Presentatie Sales & Marketing Achieving Pricing Excellence | 4 februari 2016 ...Presentatie Sales & Marketing Achieving Pricing Excellence | 4 februari 2016 ...
Presentatie Sales & Marketing Achieving Pricing Excellence | 4 februari 2016 ...Flevum
 
Innovative Pricing and Packaging Strategies
Innovative Pricing and Packaging StrategiesInnovative Pricing and Packaging Strategies
Innovative Pricing and Packaging StrategiesZuora, Inc.
 
Simon-Kucher Product Tank Pricing Session November 2017
Simon-Kucher Product Tank Pricing Session November 2017Simon-Kucher Product Tank Pricing Session November 2017
Simon-Kucher Product Tank Pricing Session November 2017Ruben de Lange
 
Executive | Pricing Power | 130408 | Presentatie | Onno Oldeman
Executive | Pricing Power | 130408 | Presentatie | Onno Oldeman Executive | Pricing Power | 130408 | Presentatie | Onno Oldeman
Executive | Pricing Power | 130408 | Presentatie | Onno Oldeman Flevum
 
Why Product-Led Growth is the most effective GTM strategy
Why Product-Led Growth is the most effective GTM strategyWhy Product-Led Growth is the most effective GTM strategy
Why Product-Led Growth is the most effective GTM strategyMickey Alon
 
Business Model Innovation and Design at Todai
Business Model Innovation and Design at TodaiBusiness Model Innovation and Design at Todai
Business Model Innovation and Design at TodaiYves Pigneur
 
Corporate ventures in sweden
Corporate ventures in swedenCorporate ventures in sweden
Corporate ventures in swedenFelipe Sotelo A.
 

More Related Content

What's hot

Configure-Price-Quote (CPQ) Software Solutions
Configure-Price-Quote (CPQ) Software SolutionsConfigure-Price-Quote (CPQ) Software Solutions
Configure-Price-Quote (CPQ) Software SolutionsPieter Fourie
 
McKinsey Slides Examples
McKinsey Slides ExamplesMcKinsey Slides Examples
McKinsey Slides ExamplesLewis Lin 🦊
 
B2B Pricing Framework Elements
B2B Pricing Framework ElementsB2B Pricing Framework Elements
B2B Pricing Framework ElementsIan Tidswell
 
Sales And Marketing Alignment PowerPoint Presentation Slides
Sales And Marketing Alignment PowerPoint Presentation Slides Sales And Marketing Alignment PowerPoint Presentation Slides
Sales And Marketing Alignment PowerPoint Presentation Slides SlideTeam
 
Business Strategy Presentation Template 2023 - By ex-Mckinsey and BCG consult...
Business Strategy Presentation Template 2023 - By ex-Mckinsey and BCG consult...Business Strategy Presentation Template 2023 - By ex-Mckinsey and BCG consult...
Business Strategy Presentation Template 2023 - By ex-Mckinsey and BCG consult...Slideworks
 
Investments, mergers and acquisition trends in the salesforce ecosystem by Tr...
Investments, mergers and acquisition trends in the salesforce ecosystem by Tr...Investments, mergers and acquisition trends in the salesforce ecosystem by Tr...
Investments, mergers and acquisition trends in the salesforce ecosystem by Tr...Sunil Grover
 
580827935-Mckinsey-Training-1-3.pdf
580827935-Mckinsey-Training-1-3.pdf580827935-Mckinsey-Training-1-3.pdf
580827935-Mckinsey-Training-1-3.pdfdavidscribddavidscri
 
Go-to-Market Best Practices for Startups
Go-to-Market Best Practices for StartupsGo-to-Market Best Practices for Startups
Go-to-Market Best Practices for Startupsa16z
 
2425 file 090408_mc_kinsey_presentation_ifc
2425 file 090408_mc_kinsey_presentation_ifc2425 file 090408_mc_kinsey_presentation_ifc
2425 file 090408_mc_kinsey_presentation_ifcnaman8181
 
What the heck is Product-led Growth?
What the heck is Product-led Growth?What the heck is Product-led Growth?
What the heck is Product-led Growth?OpenView
 
Business & consulting toolkits free sample in powerpoint
Business & consulting toolkits   free sample in powerpointBusiness & consulting toolkits   free sample in powerpoint
Business & consulting toolkits free sample in powerpointDonald Gest
 
Navigating a digital-first home furnishings market
Navigating a digital-first home furnishings market Navigating a digital-first home furnishings market
Navigating a digital-first home furnishings market L.E.K. Consulting
 
PwC Trends in the workforce
PwC Trends in the workforcePwC Trends in the workforce
PwC Trends in the workforcePwC
 
Developing Your Go to Market Strategy - For Startup Founders & Entrepreneurs
Developing Your Go to Market Strategy - For Startup Founders & EntrepreneursDeveloping Your Go to Market Strategy - For Startup Founders & Entrepreneurs
Developing Your Go to Market Strategy - For Startup Founders & EntrepreneursAdam Moalla
 
Fueling the Energy Future
Fueling the Energy FutureFueling the Energy Future
Fueling the Energy Futureaccenture
 
New horizons in transportation: mobility, innovation, economic development an...
New horizons in transportation: mobility, innovation, economic development an...New horizons in transportation: mobility, innovation, economic development an...
New horizons in transportation: mobility, innovation, economic development an...McKinsey & Company
 
Medical Cost Trend: Behind the Numbers 2017
Medical Cost Trend: Behind the Numbers 2017Medical Cost Trend: Behind the Numbers 2017
Medical Cost Trend: Behind the Numbers 2017PwC
 
How to Write a B2B Sales Playbook
How to Write a B2B Sales PlaybookHow to Write a B2B Sales Playbook
How to Write a B2B Sales PlaybookCarrie Morgan
 
Rakuten's Growth Marketing Strategy
Rakuten's Growth Marketing StrategyRakuten's Growth Marketing Strategy
Rakuten's Growth Marketing StrategyMediaPost
 

What's hot (20)

Configure-Price-Quote (CPQ) Software Solutions
Configure-Price-Quote (CPQ) Software SolutionsConfigure-Price-Quote (CPQ) Software Solutions
Configure-Price-Quote (CPQ) Software Solutions
 
McKinsey Slides Examples
McKinsey Slides ExamplesMcKinsey Slides Examples
McKinsey Slides Examples
 
B2B Pricing Framework Elements
B2B Pricing Framework ElementsB2B Pricing Framework Elements
B2B Pricing Framework Elements
 
The Secrets to SaaS Pricing
The Secrets to SaaS PricingThe Secrets to SaaS Pricing
The Secrets to SaaS Pricing
 
Sales And Marketing Alignment PowerPoint Presentation Slides
Sales And Marketing Alignment PowerPoint Presentation Slides Sales And Marketing Alignment PowerPoint Presentation Slides
Sales And Marketing Alignment PowerPoint Presentation Slides
 
Business Strategy Presentation Template 2023 - By ex-Mckinsey and BCG consult...
Business Strategy Presentation Template 2023 - By ex-Mckinsey and BCG consult...Business Strategy Presentation Template 2023 - By ex-Mckinsey and BCG consult...
Business Strategy Presentation Template 2023 - By ex-Mckinsey and BCG consult...
 
Investments, mergers and acquisition trends in the salesforce ecosystem by Tr...
Investments, mergers and acquisition trends in the salesforce ecosystem by Tr...Investments, mergers and acquisition trends in the salesforce ecosystem by Tr...
Investments, mergers and acquisition trends in the salesforce ecosystem by Tr...
 
580827935-Mckinsey-Training-1-3.pdf
580827935-Mckinsey-Training-1-3.pdf580827935-Mckinsey-Training-1-3.pdf
580827935-Mckinsey-Training-1-3.pdf
 
Go-to-Market Best Practices for Startups
Go-to-Market Best Practices for StartupsGo-to-Market Best Practices for Startups
Go-to-Market Best Practices for Startups
 
2425 file 090408_mc_kinsey_presentation_ifc
2425 file 090408_mc_kinsey_presentation_ifc2425 file 090408_mc_kinsey_presentation_ifc
2425 file 090408_mc_kinsey_presentation_ifc
 
What the heck is Product-led Growth?
What the heck is Product-led Growth?What the heck is Product-led Growth?
What the heck is Product-led Growth?
 
Business & consulting toolkits free sample in powerpoint
Business & consulting toolkits   free sample in powerpointBusiness & consulting toolkits   free sample in powerpoint
Business & consulting toolkits free sample in powerpoint
 
Navigating a digital-first home furnishings market
Navigating a digital-first home furnishings market Navigating a digital-first home furnishings market
Navigating a digital-first home furnishings market
 
PwC Trends in the workforce
PwC Trends in the workforcePwC Trends in the workforce
PwC Trends in the workforce
 
Developing Your Go to Market Strategy - For Startup Founders & Entrepreneurs
Developing Your Go to Market Strategy - For Startup Founders & EntrepreneursDeveloping Your Go to Market Strategy - For Startup Founders & Entrepreneurs
Developing Your Go to Market Strategy - For Startup Founders & Entrepreneurs
 
Fueling the Energy Future
Fueling the Energy FutureFueling the Energy Future
Fueling the Energy Future
 
New horizons in transportation: mobility, innovation, economic development an...
New horizons in transportation: mobility, innovation, economic development an...New horizons in transportation: mobility, innovation, economic development an...
New horizons in transportation: mobility, innovation, economic development an...
 
Medical Cost Trend: Behind the Numbers 2017
Medical Cost Trend: Behind the Numbers 2017Medical Cost Trend: Behind the Numbers 2017
Medical Cost Trend: Behind the Numbers 2017
 
How to Write a B2B Sales Playbook
How to Write a B2B Sales PlaybookHow to Write a B2B Sales Playbook
How to Write a B2B Sales Playbook
 
Rakuten's Growth Marketing Strategy
Rakuten's Growth Marketing StrategyRakuten's Growth Marketing Strategy
Rakuten's Growth Marketing Strategy
 

Viewers also liked

Lessons Learned When Monetizing Subscription Services
Lessons Learned When Monetizing Subscription ServicesLessons Learned When Monetizing Subscription Services
Lessons Learned When Monetizing Subscription ServicesZuora, Inc.
 
Pricing Strategy: How To Win With Subscription Pricing Models
Pricing Strategy: How To Win With Subscription Pricing ModelsPricing Strategy: How To Win With Subscription Pricing Models
Pricing Strategy: How To Win With Subscription Pricing ModelsZuora, Inc.
 
Sydney Subscribed 2016: How the World Pays
Sydney Subscribed 2016: How the World PaysSydney Subscribed 2016: How the World Pays
Sydney Subscribed 2016: How the World PaysZuora, Inc.
 
Subscribed 2014 Keynote - The Subscription Experience by Zuora
Subscribed 2014 Keynote - The Subscription Experience by ZuoraSubscribed 2014 Keynote - The Subscription Experience by Zuora
Subscribed 2014 Keynote - The Subscription Experience by ZuoraZuora, Inc.
 
Sydney Subscribed 2016: Keynote
Sydney Subscribed 2016: KeynoteSydney Subscribed 2016: Keynote
Sydney Subscribed 2016: KeynoteZuora, Inc.
 
A Tale of Two Pricing Journeys: Evolving to Usage Models
A Tale of Two Pricing Journeys: Evolving to Usage ModelsA Tale of Two Pricing Journeys: Evolving to Usage Models
A Tale of Two Pricing Journeys: Evolving to Usage ModelsZuora, Inc.
 
Subscription Metrics 101
Subscription Metrics 101Subscription Metrics 101
Subscription Metrics 101Zuora, Inc.
 
Innovative Pricing and Packaging Strategies
Innovative Pricing and Packaging Strategies Innovative Pricing and Packaging Strategies
Innovative Pricing and Packaging Strategies Zuora, Inc.
 
Sydney Subscribed 2016: Metrics that Matter - An Operational Framework for Ru...
Sydney Subscribed 2016: Metrics that Matter - An Operational Framework for Ru...Sydney Subscribed 2016: Metrics that Matter - An Operational Framework for Ru...
Sydney Subscribed 2016: Metrics that Matter - An Operational Framework for Ru...Zuora, Inc.
 
5 Secrets of Subscription Pricing Infographic
5 Secrets of Subscription Pricing Infographic5 Secrets of Subscription Pricing Infographic
5 Secrets of Subscription Pricing InfographicZuora, Inc.
 
Sydney Subscribed 2016: Pricing Strategies for Tomorrow
Sydney Subscribed 2016: Pricing Strategies for TomorrowSydney Subscribed 2016: Pricing Strategies for Tomorrow
Sydney Subscribed 2016: Pricing Strategies for TomorrowZuora, Inc.
 
Sydney Subscribed 2016: Monetising Subscription Services
Sydney Subscribed 2016: Monetising Subscription ServicesSydney Subscribed 2016: Monetising Subscription Services
Sydney Subscribed 2016: Monetising Subscription ServicesZuora, Inc.
 
Quote-to-Subscription: Evolving Beyond Traditional CPQ
Quote-to-Subscription: Evolving Beyond Traditional CPQQuote-to-Subscription: Evolving Beyond Traditional CPQ
Quote-to-Subscription: Evolving Beyond Traditional CPQZuora, Inc.
 
Subscribed 2016: Extending Your Zuora Platform
Subscribed 2016: Extending Your Zuora PlatformSubscribed 2016: Extending Your Zuora Platform
Subscribed 2016: Extending Your Zuora PlatformZuora, Inc.
 
Sydney Subscribed 2016: Disrupting the Traditional Business Model
Sydney Subscribed 2016: Disrupting the Traditional Business ModelSydney Subscribed 2016: Disrupting the Traditional Business Model
Sydney Subscribed 2016: Disrupting the Traditional Business ModelZuora, Inc.
 
4 Key Challenges in the Shift to Digital Recurring Revenue
4 Key Challenges in the Shift to Digital Recurring Revenue4 Key Challenges in the Shift to Digital Recurring Revenue
4 Key Challenges in the Shift to Digital Recurring RevenueZuora, Inc.
 
The Seismic Shift to Recurring Revenue Models & What It Means For Your Company
The Seismic Shift to Recurring Revenue Models & What It Means For Your CompanyThe Seismic Shift to Recurring Revenue Models & What It Means For Your Company
The Seismic Shift to Recurring Revenue Models & What It Means For Your CompanyZuora, Inc.
 
Predictable Revenue. Predictable Risk? Sales Tax & Recurring Revenue
Predictable Revenue. Predictable Risk? Sales Tax & Recurring RevenuePredictable Revenue. Predictable Risk? Sales Tax & Recurring Revenue
Predictable Revenue. Predictable Risk? Sales Tax & Recurring RevenueZuora, Inc.
 
Measuring the Performance of Your Subscription Business: The Three Metrics Th...
Measuring the Performance of Your Subscription Business: The Three Metrics Th...Measuring the Performance of Your Subscription Business: The Three Metrics Th...
Measuring the Performance of Your Subscription Business: The Three Metrics Th...Zuora, Inc.
 
25 Pricing Strategies for Subscription and Online Commerce
25 Pricing Strategies for Subscription and Online Commerce25 Pricing Strategies for Subscription and Online Commerce
25 Pricing Strategies for Subscription and Online CommerceOneBill
 

Viewers also liked (20)

Lessons Learned When Monetizing Subscription Services
Lessons Learned When Monetizing Subscription ServicesLessons Learned When Monetizing Subscription Services
Lessons Learned When Monetizing Subscription Services
 
Pricing Strategy: How To Win With Subscription Pricing Models
Pricing Strategy: How To Win With Subscription Pricing ModelsPricing Strategy: How To Win With Subscription Pricing Models
Pricing Strategy: How To Win With Subscription Pricing Models
 
Sydney Subscribed 2016: How the World Pays
Sydney Subscribed 2016: How the World PaysSydney Subscribed 2016: How the World Pays
Sydney Subscribed 2016: How the World Pays
 
Subscribed 2014 Keynote - The Subscription Experience by Zuora
Subscribed 2014 Keynote - The Subscription Experience by ZuoraSubscribed 2014 Keynote - The Subscription Experience by Zuora
Subscribed 2014 Keynote - The Subscription Experience by Zuora
 
Sydney Subscribed 2016: Keynote
Sydney Subscribed 2016: KeynoteSydney Subscribed 2016: Keynote
Sydney Subscribed 2016: Keynote
 
A Tale of Two Pricing Journeys: Evolving to Usage Models
A Tale of Two Pricing Journeys: Evolving to Usage ModelsA Tale of Two Pricing Journeys: Evolving to Usage Models
A Tale of Two Pricing Journeys: Evolving to Usage Models
 
Subscription Metrics 101
Subscription Metrics 101Subscription Metrics 101
Subscription Metrics 101
 
Innovative Pricing and Packaging Strategies
Innovative Pricing and Packaging Strategies Innovative Pricing and Packaging Strategies
Innovative Pricing and Packaging Strategies
 
Sydney Subscribed 2016: Metrics that Matter - An Operational Framework for Ru...
Sydney Subscribed 2016: Metrics that Matter - An Operational Framework for Ru...Sydney Subscribed 2016: Metrics that Matter - An Operational Framework for Ru...
Sydney Subscribed 2016: Metrics that Matter - An Operational Framework for Ru...
 
5 Secrets of Subscription Pricing Infographic
5 Secrets of Subscription Pricing Infographic5 Secrets of Subscription Pricing Infographic
5 Secrets of Subscription Pricing Infographic
 
Sydney Subscribed 2016: Pricing Strategies for Tomorrow
Sydney Subscribed 2016: Pricing Strategies for TomorrowSydney Subscribed 2016: Pricing Strategies for Tomorrow
Sydney Subscribed 2016: Pricing Strategies for Tomorrow
 
Sydney Subscribed 2016: Monetising Subscription Services
Sydney Subscribed 2016: Monetising Subscription ServicesSydney Subscribed 2016: Monetising Subscription Services
Sydney Subscribed 2016: Monetising Subscription Services
 
Quote-to-Subscription: Evolving Beyond Traditional CPQ
Quote-to-Subscription: Evolving Beyond Traditional CPQQuote-to-Subscription: Evolving Beyond Traditional CPQ
Quote-to-Subscription: Evolving Beyond Traditional CPQ
 
Subscribed 2016: Extending Your Zuora Platform
Subscribed 2016: Extending Your Zuora PlatformSubscribed 2016: Extending Your Zuora Platform
Subscribed 2016: Extending Your Zuora Platform
 
Sydney Subscribed 2016: Disrupting the Traditional Business Model
Sydney Subscribed 2016: Disrupting the Traditional Business ModelSydney Subscribed 2016: Disrupting the Traditional Business Model
Sydney Subscribed 2016: Disrupting the Traditional Business Model
 
4 Key Challenges in the Shift to Digital Recurring Revenue
4 Key Challenges in the Shift to Digital Recurring Revenue4 Key Challenges in the Shift to Digital Recurring Revenue
4 Key Challenges in the Shift to Digital Recurring Revenue
 
The Seismic Shift to Recurring Revenue Models & What It Means For Your Company
The Seismic Shift to Recurring Revenue Models & What It Means For Your CompanyThe Seismic Shift to Recurring Revenue Models & What It Means For Your Company
The Seismic Shift to Recurring Revenue Models & What It Means For Your Company
 
Predictable Revenue. Predictable Risk? Sales Tax & Recurring Revenue
Predictable Revenue. Predictable Risk? Sales Tax & Recurring RevenuePredictable Revenue. Predictable Risk? Sales Tax & Recurring Revenue
Predictable Revenue. Predictable Risk? Sales Tax & Recurring Revenue
 
Measuring the Performance of Your Subscription Business: The Three Metrics Th...
Measuring the Performance of Your Subscription Business: The Three Metrics Th...Measuring the Performance of Your Subscription Business: The Three Metrics Th...
Measuring the Performance of Your Subscription Business: The Three Metrics Th...
 
25 Pricing Strategies for Subscription and Online Commerce
25 Pricing Strategies for Subscription and Online Commerce25 Pricing Strategies for Subscription and Online Commerce
25 Pricing Strategies for Subscription and Online Commerce
 

Similar to Subscribed World Tour: Pricing Strategies For Tomorrow

Sales & Marketing | Strategic Pricing & Innovation: How to smartly increase p...
Sales & Marketing | Strategic Pricing & Innovation: How to smartly increase p...Sales & Marketing | Strategic Pricing & Innovation: How to smartly increase p...
Sales & Marketing | Strategic Pricing & Innovation: How to smartly increase p...Flevum
 
Price As A Competitive Advantage
Price As A Competitive AdvantagePrice As A Competitive Advantage
Price As A Competitive Advantagepankaj prabhakar
 
Principles of marketing topic 6 price 2021
Principles of marketing topic 6 price 2021Principles of marketing topic 6 price 2021
Principles of marketing topic 6 price 2021znurul anis
 
COSLA CH 14 Developing Pricing Strategies & Programs V79 Robelyn Jugo
COSLA CH 14 Developing Pricing Strategies & Programs V79 Robelyn JugoCOSLA CH 14 Developing Pricing Strategies & Programs V79 Robelyn Jugo
COSLA CH 14 Developing Pricing Strategies & Programs V79 Robelyn JugoRobelyn Jugo
 
COSLA CH 14 Developing Pricing Strategies & Programs V79 Robelyn Jugo
COSLA CH 14 Developing Pricing Strategies & Programs V79 Robelyn JugoCOSLA CH 14 Developing Pricing Strategies & Programs V79 Robelyn Jugo
COSLA CH 14 Developing Pricing Strategies & Programs V79 Robelyn JugoRobelyn Jugo
 
Roth4_SM_Lecture_PPT_C06_Final (1) SATU.pptx
Roth4_SM_Lecture_PPT_C06_Final (1) SATU.pptxRoth4_SM_Lecture_PPT_C06_Final (1) SATU.pptx
Roth4_SM_Lecture_PPT_C06_Final (1) SATU.pptxRickySyahputra9
 
Software product pricing considerations
Software product pricing considerationsSoftware product pricing considerations
Software product pricing considerationsJay Kruemcke
 
Webinar: Pricing a Data Product by fmr Salesforce Sr PM
Webinar: Pricing a Data Product by fmr Salesforce Sr PMWebinar: Pricing a Data Product by fmr Salesforce Sr PM
Webinar: Pricing a Data Product by fmr Salesforce Sr PMProduct School
 
How To Beat Competition In Retail Business PowerPoint Presentation Slides
How To Beat Competition In Retail Business PowerPoint Presentation SlidesHow To Beat Competition In Retail Business PowerPoint Presentation Slides
How To Beat Competition In Retail Business PowerPoint Presentation SlidesSlideTeam
 
091419 software product_pricing_kruemcke_product_camp23
091419 software product_pricing_kruemcke_product_camp23091419 software product_pricing_kruemcke_product_camp23
091419 software product_pricing_kruemcke_product_camp23Jay Kruemcke
 
Eurotunnel Vs. The Ferries Case Summary
Eurotunnel Vs. The Ferries Case SummaryEurotunnel Vs. The Ferries Case Summary
Eurotunnel Vs. The Ferries Case SummaryMichelle Davis
 
Mass customization introduction
Mass customization introductionMass customization introduction
Mass customization introductionEce Ceren Dogar
 
Pricing fundamentals
Pricing fundamentalsPricing fundamentals
Pricing fundamentalsafontanini
 

Similar to Subscribed World Tour: Pricing Strategies For Tomorrow (20)

Sales & Marketing | Strategic Pricing & Innovation: How to smartly increase p...
Sales & Marketing | Strategic Pricing & Innovation: How to smartly increase p...Sales & Marketing | Strategic Pricing & Innovation: How to smartly increase p...
Sales & Marketing | Strategic Pricing & Innovation: How to smartly increase p...
 
Pricing workshop
Pricing workshopPricing workshop
Pricing workshop
 
Pricing workshop
Pricing workshopPricing workshop
Pricing workshop
 
Price As A Competitive Advantage
Price As A Competitive AdvantagePrice As A Competitive Advantage
Price As A Competitive Advantage
 
Principles of marketing topic 6 price 2021
Principles of marketing topic 6 price 2021Principles of marketing topic 6 price 2021
Principles of marketing topic 6 price 2021
 
COSLA CH 14 Developing Pricing Strategies & Programs V79 Robelyn Jugo
COSLA CH 14 Developing Pricing Strategies & Programs V79 Robelyn JugoCOSLA CH 14 Developing Pricing Strategies & Programs V79 Robelyn Jugo
COSLA CH 14 Developing Pricing Strategies & Programs V79 Robelyn Jugo
 
Pricing
PricingPricing
Pricing
 
Cost Management - A Perspective
Cost Management - A PerspectiveCost Management - A Perspective
Cost Management - A Perspective
 
COSLA CH 14 Developing Pricing Strategies & Programs V79 Robelyn Jugo
COSLA CH 14 Developing Pricing Strategies & Programs V79 Robelyn JugoCOSLA CH 14 Developing Pricing Strategies & Programs V79 Robelyn Jugo
COSLA CH 14 Developing Pricing Strategies & Programs V79 Robelyn Jugo
 
Roth4_SM_Lecture_PPT_C06_Final (1) SATU.pptx
Roth4_SM_Lecture_PPT_C06_Final (1) SATU.pptxRoth4_SM_Lecture_PPT_C06_Final (1) SATU.pptx
Roth4_SM_Lecture_PPT_C06_Final (1) SATU.pptx
 
Pricing Chp 5 Supplemental.ppt
Pricing Chp 5 Supplemental.pptPricing Chp 5 Supplemental.ppt
Pricing Chp 5 Supplemental.ppt
 
Software product pricing considerations
Software product pricing considerationsSoftware product pricing considerations
Software product pricing considerations
 
Webinar: Pricing a Data Product by fmr Salesforce Sr PM
Webinar: Pricing a Data Product by fmr Salesforce Sr PMWebinar: Pricing a Data Product by fmr Salesforce Sr PM
Webinar: Pricing a Data Product by fmr Salesforce Sr PM
 
10 nov 16 adan
10 nov 16 adan10 nov 16 adan
10 nov 16 adan
 
How To Beat Competition In Retail Business PowerPoint Presentation Slides
How To Beat Competition In Retail Business PowerPoint Presentation SlidesHow To Beat Competition In Retail Business PowerPoint Presentation Slides
How To Beat Competition In Retail Business PowerPoint Presentation Slides
 
091419 software product_pricing_kruemcke_product_camp23
091419 software product_pricing_kruemcke_product_camp23091419 software product_pricing_kruemcke_product_camp23
091419 software product_pricing_kruemcke_product_camp23
 
Eurotunnel Vs. The Ferries Case Summary
Eurotunnel Vs. The Ferries Case SummaryEurotunnel Vs. The Ferries Case Summary
Eurotunnel Vs. The Ferries Case Summary
 
Pricing
PricingPricing
Pricing
 
Mass customization introduction
Mass customization introductionMass customization introduction
Mass customization introduction
 
Pricing fundamentals
Pricing fundamentalsPricing fundamentals
Pricing fundamentals
 

More from Zuora, Inc.

SSP Your New Strategic Growth Weapon
SSP  Your New Strategic Growth Weapon SSP  Your New Strategic Growth Weapon
SSP Your New Strategic Growth Weapon Zuora, Inc.
 
Subscribed 2019 - CPQ X: The Future of CPQ
Subscribed 2019 - CPQ X: The Future of CPQSubscribed 2019 - CPQ X: The Future of CPQ
Subscribed 2019 - CPQ X: The Future of CPQZuora, Inc.
 
Subscribed 2019 - Going Global: Demystifying International Payments
Subscribed 2019 - Going Global: Demystifying International PaymentsSubscribed 2019 - Going Global: Demystifying International Payments
Subscribed 2019 - Going Global: Demystifying International PaymentsZuora, Inc.
 
Subscribed 2019 - Fraud Management Strategies: Reducing Collection Friction t...
Subscribed 2019 - Fraud Management Strategies: Reducing Collection Friction t...Subscribed 2019 - Fraud Management Strategies: Reducing Collection Friction t...
Subscribed 2019 - Fraud Management Strategies: Reducing Collection Friction t...Zuora, Inc.
 
Subscribed 2019 - Optimizing Recurring Collections at Scale
Subscribed 2019 - Optimizing Recurring Collections at ScaleSubscribed 2019 - Optimizing Recurring Collections at Scale
Subscribed 2019 - Optimizing Recurring Collections at ScaleZuora, Inc.
 
Subscribed 2019 - Regulations and What Lies Ahead with Zuora Payments and Col...
Subscribed 2019 - Regulations and What Lies Ahead with Zuora Payments and Col...Subscribed 2019 - Regulations and What Lies Ahead with Zuora Payments and Col...
Subscribed 2019 - Regulations and What Lies Ahead with Zuora Payments and Col...Zuora, Inc.
 
Subscribed 2019 - Collection Strategies: Recovering Critical Revenue to Drive...
Subscribed 2019 - Collection Strategies: Recovering Critical Revenue to Drive...Subscribed 2019 - Collection Strategies: Recovering Critical Revenue to Drive...
Subscribed 2019 - Collection Strategies: Recovering Critical Revenue to Drive...Zuora, Inc.
 
Subscribed 2019 - Why Digital Transformation Should Drive Business Model Tran...
Subscribed 2019 - Why Digital Transformation Should Drive Business Model Tran...Subscribed 2019 - Why Digital Transformation Should Drive Business Model Tran...
Subscribed 2019 - Why Digital Transformation Should Drive Business Model Tran...Zuora, Inc.
 
Subscribed 2019 - Business Transformation: Architecting the Launch for Success
Subscribed 2019 - Business Transformation: Architecting the Launch for SuccessSubscribed 2019 - Business Transformation: Architecting the Launch for Success
Subscribed 2019 - Business Transformation: Architecting the Launch for SuccessZuora, Inc.
 
Subscribed 2019 - Deliver Growth Without Breaking Your Back Office
Subscribed 2019 - Deliver Growth Without Breaking Your Back OfficeSubscribed 2019 - Deliver Growth Without Breaking Your Back Office
Subscribed 2019 - Deliver Growth Without Breaking Your Back OfficeZuora, Inc.
 
Subscribed 2019 - Customer First Approach to Pricing
Subscribed 2019  - Customer First Approach to Pricing Subscribed 2019  - Customer First Approach to Pricing
Subscribed 2019 - Customer First Approach to Pricing Zuora, Inc.
 
Subscribed 2019 - Empower Sales Operations
Subscribed 2019 -  Empower Sales Operations Subscribed 2019 -  Empower Sales Operations
Subscribed 2019 - Empower Sales Operations Zuora, Inc.
 
Subscribed 2019 - Best Practices for Realizing Optimal Value from Zuora
Subscribed 2019 -  Best Practices for Realizing Optimal Value from ZuoraSubscribed 2019 -  Best Practices for Realizing Optimal Value from Zuora
Subscribed 2019 - Best Practices for Realizing Optimal Value from ZuoraZuora, Inc.
 
Subscribed 2019 - Omni-Channel Customer Acquisition and Retention
Subscribed 2019 - Omni-Channel Customer Acquisition and RetentionSubscribed 2019 - Omni-Channel Customer Acquisition and Retention
Subscribed 2019 - Omni-Channel Customer Acquisition and RetentionZuora, Inc.
 
Subscribed 2019 - Quote Smarter, Faster and Get Products to Market Quicker wi...
Subscribed 2019 - Quote Smarter, Faster and Get Products to Market Quicker wi...Subscribed 2019 - Quote Smarter, Faster and Get Products to Market Quicker wi...
Subscribed 2019 - Quote Smarter, Faster and Get Products to Market Quicker wi...Zuora, Inc.
 
Subscribed 2019 - Empower Sales Operations with Zuora CPQ
Subscribed 2019 - Empower Sales Operations with Zuora CPQSubscribed 2019 - Empower Sales Operations with Zuora CPQ
Subscribed 2019 - Empower Sales Operations with Zuora CPQZuora, Inc.
 
Subscribed 2019 - Implementing a Consumption-Based Pricing Strategy
Subscribed 2019 - Implementing a Consumption-Based Pricing StrategySubscribed 2019 - Implementing a Consumption-Based Pricing Strategy
Subscribed 2019 - Implementing a Consumption-Based Pricing StrategyZuora, Inc.
 
Subscribed 2019 - Proration: Why Getting it Right Matters
Subscribed 2019 - 	Proration: Why Getting it Right MattersSubscribed 2019 - 	Proration: Why Getting it Right Matters
Subscribed 2019 - Proration: Why Getting it Right MattersZuora, Inc.
 
Subscribed 2019 - Beyond reporting analytics for growth
Subscribed 2019 - Beyond reporting analytics for growthSubscribed 2019 - Beyond reporting analytics for growth
Subscribed 2019 - Beyond reporting analytics for growthZuora, Inc.
 
Subscribed 2019 - The Future of Orders
Subscribed 2019 - The Future of Orders Subscribed 2019 - The Future of Orders
Subscribed 2019 - The Future of Orders Zuora, Inc.
 

More from Zuora, Inc. (20)

SSP Your New Strategic Growth Weapon
SSP  Your New Strategic Growth Weapon SSP  Your New Strategic Growth Weapon
SSP Your New Strategic Growth Weapon
 
Subscribed 2019 - CPQ X: The Future of CPQ
Subscribed 2019 - CPQ X: The Future of CPQSubscribed 2019 - CPQ X: The Future of CPQ
Subscribed 2019 - CPQ X: The Future of CPQ
 
Subscribed 2019 - Going Global: Demystifying International Payments
Subscribed 2019 - Going Global: Demystifying International PaymentsSubscribed 2019 - Going Global: Demystifying International Payments
Subscribed 2019 - Going Global: Demystifying International Payments
 
Subscribed 2019 - Fraud Management Strategies: Reducing Collection Friction t...
Subscribed 2019 - Fraud Management Strategies: Reducing Collection Friction t...Subscribed 2019 - Fraud Management Strategies: Reducing Collection Friction t...
Subscribed 2019 - Fraud Management Strategies: Reducing Collection Friction t...
 
Subscribed 2019 - Optimizing Recurring Collections at Scale
Subscribed 2019 - Optimizing Recurring Collections at ScaleSubscribed 2019 - Optimizing Recurring Collections at Scale
Subscribed 2019 - Optimizing Recurring Collections at Scale
 
Subscribed 2019 - Regulations and What Lies Ahead with Zuora Payments and Col...
Subscribed 2019 - Regulations and What Lies Ahead with Zuora Payments and Col...Subscribed 2019 - Regulations and What Lies Ahead with Zuora Payments and Col...
Subscribed 2019 - Regulations and What Lies Ahead with Zuora Payments and Col...
 
Subscribed 2019 - Collection Strategies: Recovering Critical Revenue to Drive...
Subscribed 2019 - Collection Strategies: Recovering Critical Revenue to Drive...Subscribed 2019 - Collection Strategies: Recovering Critical Revenue to Drive...
Subscribed 2019 - Collection Strategies: Recovering Critical Revenue to Drive...
 
Subscribed 2019 - Why Digital Transformation Should Drive Business Model Tran...
Subscribed 2019 - Why Digital Transformation Should Drive Business Model Tran...Subscribed 2019 - Why Digital Transformation Should Drive Business Model Tran...
Subscribed 2019 - Why Digital Transformation Should Drive Business Model Tran...
 
Subscribed 2019 - Business Transformation: Architecting the Launch for Success
Subscribed 2019 - Business Transformation: Architecting the Launch for SuccessSubscribed 2019 - Business Transformation: Architecting the Launch for Success
Subscribed 2019 - Business Transformation: Architecting the Launch for Success
 
Subscribed 2019 - Deliver Growth Without Breaking Your Back Office
Subscribed 2019 - Deliver Growth Without Breaking Your Back OfficeSubscribed 2019 - Deliver Growth Without Breaking Your Back Office
Subscribed 2019 - Deliver Growth Without Breaking Your Back Office
 
Subscribed 2019 - Customer First Approach to Pricing
Subscribed 2019  - Customer First Approach to Pricing Subscribed 2019  - Customer First Approach to Pricing
Subscribed 2019 - Customer First Approach to Pricing
 
Subscribed 2019 - Empower Sales Operations
Subscribed 2019 -  Empower Sales Operations Subscribed 2019 -  Empower Sales Operations
Subscribed 2019 - Empower Sales Operations
 
Subscribed 2019 - Best Practices for Realizing Optimal Value from Zuora
Subscribed 2019 -  Best Practices for Realizing Optimal Value from ZuoraSubscribed 2019 -  Best Practices for Realizing Optimal Value from Zuora
Subscribed 2019 - Best Practices for Realizing Optimal Value from Zuora
 
Subscribed 2019 - Omni-Channel Customer Acquisition and Retention
Subscribed 2019 - Omni-Channel Customer Acquisition and RetentionSubscribed 2019 - Omni-Channel Customer Acquisition and Retention
Subscribed 2019 - Omni-Channel Customer Acquisition and Retention
 
Subscribed 2019 - Quote Smarter, Faster and Get Products to Market Quicker wi...
Subscribed 2019 - Quote Smarter, Faster and Get Products to Market Quicker wi...Subscribed 2019 - Quote Smarter, Faster and Get Products to Market Quicker wi...
Subscribed 2019 - Quote Smarter, Faster and Get Products to Market Quicker wi...
 
Subscribed 2019 - Empower Sales Operations with Zuora CPQ
Subscribed 2019 - Empower Sales Operations with Zuora CPQSubscribed 2019 - Empower Sales Operations with Zuora CPQ
Subscribed 2019 - Empower Sales Operations with Zuora CPQ
 
Subscribed 2019 - Implementing a Consumption-Based Pricing Strategy
Subscribed 2019 - Implementing a Consumption-Based Pricing StrategySubscribed 2019 - Implementing a Consumption-Based Pricing Strategy
Subscribed 2019 - Implementing a Consumption-Based Pricing Strategy
 
Subscribed 2019 - Proration: Why Getting it Right Matters
Subscribed 2019 - 	Proration: Why Getting it Right MattersSubscribed 2019 - 	Proration: Why Getting it Right Matters
Subscribed 2019 - Proration: Why Getting it Right Matters
 
Subscribed 2019 - Beyond reporting analytics for growth
Subscribed 2019 - Beyond reporting analytics for growthSubscribed 2019 - Beyond reporting analytics for growth
Subscribed 2019 - Beyond reporting analytics for growth
 
Subscribed 2019 - The Future of Orders
Subscribed 2019 - The Future of Orders Subscribed 2019 - The Future of Orders
Subscribed 2019 - The Future of Orders
 

Recently uploaded

TrustArc Webinar - TrustArc's Latest AI Innovations
TrustArc Webinar - TrustArc's Latest AI InnovationsTrustArc Webinar - TrustArc's Latest AI Innovations
TrustArc Webinar - TrustArc's Latest AI InnovationsTrustArc
 
My Journey towards Artificial Intelligence
My Journey towards Artificial IntelligenceMy Journey towards Artificial Intelligence
My Journey towards Artificial IntelligenceVijayananda Mohire
 
Q4 2023 Quarterly Investor Presentation - FINAL.pdf
Q4 2023 Quarterly Investor Presentation - FINAL.pdfQ4 2023 Quarterly Investor Presentation - FINAL.pdf
Q4 2023 Quarterly Investor Presentation - FINAL.pdfTejal81
 
Large Language Models and Applications in Healthcare
Large Language Models and Applications in HealthcareLarge Language Models and Applications in Healthcare
Large Language Models and Applications in HealthcareAsma Ben Abacha
 
Leonis Insights: The State of AI (7 trends for 2023 and 7 predictions for 2024)
Leonis Insights: The State of AI (7 trends for 2023 and 7 predictions for 2024)Leonis Insights: The State of AI (7 trends for 2023 and 7 predictions for 2024)
Leonis Insights: The State of AI (7 trends for 2023 and 7 predictions for 2024)Jay Zhao
 
Centralized TLS Certificates Management Using Vault PKI + Cert-Manager
Centralized TLS Certificates Management Using Vault PKI + Cert-ManagerCentralized TLS Certificates Management Using Vault PKI + Cert-Manager
Centralized TLS Certificates Management Using Vault PKI + Cert-ManagerSaiLinnThu2
 
How to write an effective Cyber Incident Response Plan
How to write an effective Cyber Incident Response PlanHow to write an effective Cyber Incident Response Plan
How to write an effective Cyber Incident Response PlanDatabarracks
 
AMER Introduction to ThousandEyes Webinar
AMER Introduction to ThousandEyes WebinarAMER Introduction to ThousandEyes Webinar
AMER Introduction to ThousandEyes WebinarThousandEyes
 
How We Grew Up with CloudStack and its Journey – Dilip Singh, DataHub
How We Grew Up with CloudStack and its Journey – Dilip Singh, DataHubHow We Grew Up with CloudStack and its Journey – Dilip Singh, DataHub
How We Grew Up with CloudStack and its Journey – Dilip Singh, DataHubShapeBlue
 
VM Migration from VMware to CloudStack and KVM – Suresh Anaparti, ShapeBlue
VM Migration from VMware to CloudStack and KVM – Suresh Anaparti, ShapeBlueVM Migration from VMware to CloudStack and KVM – Suresh Anaparti, ShapeBlue
VM Migration from VMware to CloudStack and KVM – Suresh Anaparti, ShapeBlueShapeBlue
 
CloudStack 101: The Best Way to Build Your Private Cloud – Rohit Yadav, VP Ap...
CloudStack 101: The Best Way to Build Your Private Cloud – Rohit Yadav, VP Ap...CloudStack 101: The Best Way to Build Your Private Cloud – Rohit Yadav, VP Ap...
CloudStack 101: The Best Way to Build Your Private Cloud – Rohit Yadav, VP Ap...ShapeBlue
 
ASTRAZENECA. Knowledge Graphs Powering a Fast-moving Global Life Sciences Org...
ASTRAZENECA. Knowledge Graphs Powering a Fast-moving Global Life Sciences Org...ASTRAZENECA. Knowledge Graphs Powering a Fast-moving Global Life Sciences Org...
ASTRAZENECA. Knowledge Graphs Powering a Fast-moving Global Life Sciences Org...Neo4j
 
Transcript: Trending now: Book subjects on the move in the Canadian market - ...
Transcript: Trending now: Book subjects on the move in the Canadian market - ...Transcript: Trending now: Book subjects on the move in the Canadian market - ...
Transcript: Trending now: Book subjects on the move in the Canadian market - ...BookNet Canada
 
IT Nation Evolve event 2024 - Quarter 1
IT Nation Evolve event 2024  - Quarter 1IT Nation Evolve event 2024  - Quarter 1
IT Nation Evolve event 2024 - Quarter 1Inbay UK
 
CloudStack Authentication Methods – Harikrishna Patnala, ShapeBlue
CloudStack Authentication Methods – Harikrishna Patnala, ShapeBlueCloudStack Authentication Methods – Harikrishna Patnala, ShapeBlue
CloudStack Authentication Methods – Harikrishna Patnala, ShapeBlueShapeBlue
 
Relationship Counselling: From Disjointed Features to Product-First Thinking ...
Relationship Counselling: From Disjointed Features to Product-First Thinking ...Relationship Counselling: From Disjointed Features to Product-First Thinking ...
Relationship Counselling: From Disjointed Features to Product-First Thinking ...Product School
 
Geospatial Synergy: Amplifying Efficiency with FME & Esri
Geospatial Synergy: Amplifying Efficiency with FME & EsriGeospatial Synergy: Amplifying Efficiency with FME & Esri
Geospatial Synergy: Amplifying Efficiency with FME & EsriSafe Software
 
Learning About GenAI Engineering with AWS PartyRock [AWS User Group Basel - F...
Learning About GenAI Engineering with AWS PartyRock [AWS User Group Basel - F...Learning About GenAI Engineering with AWS PartyRock [AWS User Group Basel - F...
Learning About GenAI Engineering with AWS PartyRock [AWS User Group Basel - F...Chris Bingham
 
Artificial Intelligence, Design, and More-than-Human Justice
Artificial Intelligence, Design, and More-than-Human JusticeArtificial Intelligence, Design, and More-than-Human Justice
Artificial Intelligence, Design, and More-than-Human JusticeJosh Gellers
 

Recently uploaded (20)

TrustArc Webinar - TrustArc's Latest AI Innovations
TrustArc Webinar - TrustArc's Latest AI InnovationsTrustArc Webinar - TrustArc's Latest AI Innovations
TrustArc Webinar - TrustArc's Latest AI Innovations
 
My Journey towards Artificial Intelligence
My Journey towards Artificial IntelligenceMy Journey towards Artificial Intelligence
My Journey towards Artificial Intelligence
 
Q4 2023 Quarterly Investor Presentation - FINAL.pdf
Q4 2023 Quarterly Investor Presentation - FINAL.pdfQ4 2023 Quarterly Investor Presentation - FINAL.pdf
Q4 2023 Quarterly Investor Presentation - FINAL.pdf
 
Large Language Models and Applications in Healthcare
Large Language Models and Applications in HealthcareLarge Language Models and Applications in Healthcare
Large Language Models and Applications in Healthcare
 
Leonis Insights: The State of AI (7 trends for 2023 and 7 predictions for 2024)
Leonis Insights: The State of AI (7 trends for 2023 and 7 predictions for 2024)Leonis Insights: The State of AI (7 trends for 2023 and 7 predictions for 2024)
Leonis Insights: The State of AI (7 trends for 2023 and 7 predictions for 2024)
 
Centralized TLS Certificates Management Using Vault PKI + Cert-Manager
Centralized TLS Certificates Management Using Vault PKI + Cert-ManagerCentralized TLS Certificates Management Using Vault PKI + Cert-Manager
Centralized TLS Certificates Management Using Vault PKI + Cert-Manager
 
How to write an effective Cyber Incident Response Plan
How to write an effective Cyber Incident Response PlanHow to write an effective Cyber Incident Response Plan
How to write an effective Cyber Incident Response Plan
 
AMER Introduction to ThousandEyes Webinar
AMER Introduction to ThousandEyes WebinarAMER Introduction to ThousandEyes Webinar
AMER Introduction to ThousandEyes Webinar
 
How We Grew Up with CloudStack and its Journey – Dilip Singh, DataHub
How We Grew Up with CloudStack and its Journey – Dilip Singh, DataHubHow We Grew Up with CloudStack and its Journey – Dilip Singh, DataHub
How We Grew Up with CloudStack and its Journey – Dilip Singh, DataHub
 
In sharing we trust. Taking advantage of a diverse consortium to build a tran...
In sharing we trust. Taking advantage of a diverse consortium to build a tran...In sharing we trust. Taking advantage of a diverse consortium to build a tran...
In sharing we trust. Taking advantage of a diverse consortium to build a tran...
 
VM Migration from VMware to CloudStack and KVM – Suresh Anaparti, ShapeBlue
VM Migration from VMware to CloudStack and KVM – Suresh Anaparti, ShapeBlueVM Migration from VMware to CloudStack and KVM – Suresh Anaparti, ShapeBlue
VM Migration from VMware to CloudStack and KVM – Suresh Anaparti, ShapeBlue
 
CloudStack 101: The Best Way to Build Your Private Cloud – Rohit Yadav, VP Ap...
CloudStack 101: The Best Way to Build Your Private Cloud – Rohit Yadav, VP Ap...CloudStack 101: The Best Way to Build Your Private Cloud – Rohit Yadav, VP Ap...
CloudStack 101: The Best Way to Build Your Private Cloud – Rohit Yadav, VP Ap...
 
ASTRAZENECA. Knowledge Graphs Powering a Fast-moving Global Life Sciences Org...
ASTRAZENECA. Knowledge Graphs Powering a Fast-moving Global Life Sciences Org...ASTRAZENECA. Knowledge Graphs Powering a Fast-moving Global Life Sciences Org...
ASTRAZENECA. Knowledge Graphs Powering a Fast-moving Global Life Sciences Org...
 
Transcript: Trending now: Book subjects on the move in the Canadian market - ...
Transcript: Trending now: Book subjects on the move in the Canadian market - ...Transcript: Trending now: Book subjects on the move in the Canadian market - ...
Transcript: Trending now: Book subjects on the move in the Canadian market - ...
 
IT Nation Evolve event 2024 - Quarter 1
IT Nation Evolve event 2024  - Quarter 1IT Nation Evolve event 2024  - Quarter 1
IT Nation Evolve event 2024 - Quarter 1
 
CloudStack Authentication Methods – Harikrishna Patnala, ShapeBlue
CloudStack Authentication Methods – Harikrishna Patnala, ShapeBlueCloudStack Authentication Methods – Harikrishna Patnala, ShapeBlue
CloudStack Authentication Methods – Harikrishna Patnala, ShapeBlue
 
Relationship Counselling: From Disjointed Features to Product-First Thinking ...
Relationship Counselling: From Disjointed Features to Product-First Thinking ...Relationship Counselling: From Disjointed Features to Product-First Thinking ...
Relationship Counselling: From Disjointed Features to Product-First Thinking ...
 
Geospatial Synergy: Amplifying Efficiency with FME & Esri
Geospatial Synergy: Amplifying Efficiency with FME & EsriGeospatial Synergy: Amplifying Efficiency with FME & Esri
Geospatial Synergy: Amplifying Efficiency with FME & Esri
 
Learning About GenAI Engineering with AWS PartyRock [AWS User Group Basel - F...
Learning About GenAI Engineering with AWS PartyRock [AWS User Group Basel - F...Learning About GenAI Engineering with AWS PartyRock [AWS User Group Basel - F...
Learning About GenAI Engineering with AWS PartyRock [AWS User Group Basel - F...
 
Artificial Intelligence, Design, and More-than-Human Justice
Artificial Intelligence, Design, and More-than-Human JusticeArtificial Intelligence, Design, and More-than-Human Justice
Artificial Intelligence, Design, and More-than-Human Justice
 

Subscribed World Tour: Pricing Strategies For Tomorrow

  • 1. www.simon-kucher.com How to win with New Price Models & Packaging Pricing Strategies for tomorrow Auckland, August 4th, 2015 Chris Petzoldt, Managing Director Australia / New Zealand Sydney office Level 32, Northpoint Tower 100 Miller Street North Sydney NSW 2060, Australia Tel. +61 2 91121301 chris.petzoldt@simon-kucher.com
  • 2. Zuora presentation 2015 - Simon-Kucher Overview Pricing – an increasing challenge Capture value with New Price Models Capture value with Packaging Strategies Need help? Simon-Kucher can support! 2
  • 3. Zuora presentation 2015 - Simon-Kucher Global Pricing Study; 1,615 companies across the world; 39% C-level executives Source: Simon-Kucher & Partners Simon-Kucher's Global Pricing Study 2014 report increasing price pressure83% are in price war58% price implementation rate – lowest number ever measured37% 3
  • 4. Zuora presentation 2015 - Simon-Kucher Why is this so alarming? -23% -23% -28%5% decrease in volume... 5% increase in fixed cost ... 5% increase in variable cost ... Example profit & loss structure Resulting decrease of operating income* Fixed cost 45 Variable cost 45 5% decrease in price... Operating income 10 Price = 1, Volume = 100 Revenue 100 4
  • 5. Zuora presentation 2015 - Simon-Kucher Global Pricing Study; 1,615 companies across the world; 39% C-level executives Source: Simon-Kucher & Partners Top solutions companies see to cope with increasing price pressure Top options to escape oppressive market conditions* 12% 16% 19% 20% 26% Share of respondents* Introducing new, innovative, or differentiated products Changing the revenue model and the way customers think about price and value Strengthening sales & marketing functions to support value creation & communication Reducing our variable or fixed costs Changing mindset and confidence in our ability to implement higher prices 5
  • 6. Zuora presentation 2015 - Simon-Kucher Overview Pricing – an increasing challenge Capture value with New Price Models Capture value with Packaging Strategies Need help? Simon-Kucher can support! 6
  • 7. Zuora presentation 2015 - Simon-Kucher Case 1: From fixed to success based Situation & Challenge Solution Project Example: B2B Marketplace Global online platform to connect buyers and suppliers, secure invoice and payment capabilities, and software (buyers only) Price model:  Membership model for buyers  Flat fee per relationship for suppliers with qualifying activity level Challenges:  Limited number of buyers  No monetisation of network growth  Huge tail of small customers  One size fits all pricing created barrier to adoption by small customers Breakeven Total spend total invoice value processed “old” flat fee Old price New % of spend Revenue impact: + 300% 7
  • 8. Zuora presentation 2015 - Simon-Kucher Case 2: From usage based to two-part tariff Situation & Challenge Solution Project Example: Rail operator Long-haul passenger transport, regional passenger transport Price model:  “Pay-as-you-go” for more than 100 years  Ticket price based on distance traveled Challenges:  Increasing competition from low-cost airlines and private cars  Decrease in passenger numbers and revenue More than 4m Bahncards sold Increase in passenger volume Revenue impact EUR 100m p.a. appr. 1,900 km Total spend total km per year BahnCard 50% “old” pay- as-you-go 140 € per year 8
  • 9. Zuora presentation 2015 - Simon-Kucher Case 3: From fixed to customer value based Situation & Challenge Solution Manufacturer of truck tires developed innovative new tire that has a 20% higher durability Price model:  Pay per tire  Discount for higher volumes of tires Challenges:  Intense price competition across channels  No possibility to charge higher price for new, more valuable tire  New value proposition: Solution provider: "Keep your truck rolling"  New model: Price/km - trucker's cost aligned with revenue basis  New pricing perspective: Focus on TCO rather than unit price  Monetisation of innovation: "Automatically" higher price for better value (duration) Project Example: Tire manufacturer 9
  • 10. Zuora presentation 2015 - Simon-Kucher Simon-Kucher approach step 1: Assess customer value perception Peter F. Drucker "Customers don't buy products, they buy the benefits that these products and their suppliers offer them." 10
  • 11. Zuora presentation 2015 - Simon-Kucher Simon-Kucher approach step 2: Find price model that can capture the created value best $ Fix price Flat fee units Price Two dimensional units Price PAYG units Price Regressive units Price Capped units Price Fixed units units Price Adaptive flat rate (for successive years) units Price Possible subscription models 11
  • 12. Zuora presentation 2015 - Simon-Kucher Simon-Kucher approach step 3: Optimise price levels for new price model Value drivers Price hierarchy Price thresholds Competitive advantages and their value as a basis for value pricing approach Optimal price structure within one product category based on value drivers Optimisation of price points Base prices on product value Ensure consistent pricing logic Fine-tune prices for consumers’ eyes GoalMethods(examples)Results Conjoint analysis Van Westendorp Gabor Granger Price Map 12
  • 13. Zuora presentation 2015 - Simon-Kucher Overview Pricing – an increasing challenge Capture value with New Price Models Capture value with Packaging Strategies Need help? Simon-Kucher can support! 13
  • 14. Zuora presentation 2015 - Simon-Kucher Packaging cannot be that hard – can it? 14
  • 15. Zuora presentation 2015 - Simon-Kucher Bad example: Packaging is more than A+B – 15%  This "trial" cost a high two-digit million figure  Manager at Rogers: "This was our first attempt. We just wanted to try out packaging. Meanwhile, we do a better job."  Conclusion: Poor packaging destroys value 15
  • 16. Zuora presentation 2015 - Simon-Kucher Bad example: There should be a package portfolio not an all- in 16
  • 17. Zuora presentation 2015 - Simon-Kucher Bad example: Packages need to differentiate on relevant features 17 A B C Should these features be differentiated across packages? Are these features valuable enough to create up-sell? Should these features be differentiated across packages? … … … …
  • 18. Zuora presentation 2015 - Simon-Kucher Well-designed packages create a win-win Increased customer satisfactionValue capturing Vendor perspective Customer perspective Packaging Receive discounts (or other incentives) Exploit differences in customer willingness-to-pay Enhance cross-selling Compete on breadth of portfolio/solutions Buy solutions, not products Enjoy convenience (one-stop shop) Reduce transaction/ search/delivery costs Decrease price transparency Reduce costs (Economies of scope in sales/ops) 18
  • 19. Zuora presentation 2015 - Simon-Kucher Packaging can exploit differences in willingness-to-pay $ WtP Co. Profit $ Co. WtP Profit Volume $ WTt* Co.** Profit Example  Customer with limited budget: $5  Max. willingness to pay for either coffee or cake: $3  Customer would buy either coffee or a cake  Bundle price: $5  customer buys both  Win-Win: Customer benefit = discount Provider benefit: 50 % more profit Price $3 Price $3 Price $5 Individual customer's budget: €5 * WtP =Willingness to Pay ** Co. = variable costs Volume Volume 19
  • 20. Zuora presentation 2015 - Simon-Kucher Simon-Kucher approach step 1: Define packaging strategy Degree of complexity (# of offers)Simple Complex  Definition: One offer with all products & features included  Examples: Workday HCM  Definition: Packages which combine a variety of product categories  Examples: Fortknox  Definition: A variety of packages with increasingly more feature functionality  Examples: Xero  Definition: A variety of packages with implementation complexity limitations  Examples: US Sage Accounting  Definition: A build-your-own package approach with bundled discounts  Examples: Oracle Price Bundling All-you- can-eat Category bundling Good/ Better/ Best: Features Good/ Better/ Best: Complexity 20
  • 21. Zuora presentation 2015 - Simon-Kucher Simon-Kucher approach step 2: Define package contents ... selected "leader" products High value products / features that most customers want to or "must" buy. Coke & Fries ... some "filler" product(s) Medium value products / features that most customers consider "nice to have." Coffee ... NO "killer" product(s) Products which either have "own" willingness-to pay-or no bundle fit A successful package consists of ... 21
  • 22. Zuora presentation 2015 - Simon-Kucher Product/feature evaluation matrix Identifying leaders, fillers, and killers using the Simon-Kucher feature evaluation matrix 1 2 3 4 … Features/modules Simon-Kucher Project Example 22
  • 23. Zuora presentation 2015 - Simon-Kucher Simon-Kucher step 4: Develop package portfolio and pricing Good-better-best: Role based packages:  Packages with increasingly more feature functionality  Differentiation across customers based on value and willingness-to-pay  Need for behavioural tactics to steer choice  Packages that are targeted at specific types of users  Clear segments or use-cases drive package choice  Use cases don’t change over time (no upsell path) 23
  • 24. Zuora presentation 2015 - Simon-Kucher Example impact of packaging optimization Source: Simon-Kucher project example Approach  Research showed that the entry package met large percentage of customers’ needs  As a result, we reduced value of entry package to better align with existing price point  New features were added and existing features shifted to premium tiers to justify higher prices Before re-design: After re-design: Plus (55%) - $39 Plus (24%) - $39 (reduced value) Deluxe (32%) - $79 Deluxe (48%) - $99 (Price increase) Elite (12%) - $149 Elite (21%) - $199 (Price increase) Advantage (7%) $349 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100% May August % of new subscribers New tier # of new subs 1,524 1,313 -14% Average MRR per new subscriber $66 $124 88% MRR from new subscribers $100K $162K 62% Project Example: SaaS Impact 24
  • 25. Zuora presentation 2015 - Simon-Kucher Overview Pricing – an increasing challenge Capture value with New Price Models Capture value with Packaging Strategies Need help? Simon-Kucher can support! 25
  • 26. Zuora presentation 2015 - Simon-Kucher Source: manager magazine, August 2011/IMB, survey among German top managers Simon-Kucher is the world’s leading advisor in Pricing 800 employees 29 offices world-wide Amsterdam Barcelona Bonn Brussels Cologne Copenhagen Frankfurt London Luxembourg Tokyo San Francisco New York Boston Sydney Singapore Beijing Dubai Istanbul Madrid Milan Munich Paris Vienna Warsaw Zurich Toronto Santiago de Chile São Paulo 1 Simon-Kucher & Partners 2 Boston Consulting Group 3 McKinsey & Company Best consultancies in marketing and sales* manager magazine World leader in giving advice to companies on how to price their products Pricing strategy specialists The world’s leading pricing consultancy In pricing you offer something nobody else does BusinessWeek The Economist Professor Peter DruckerThe Wall Street Journal World leader in pricing Atlanta 26
  • 27. Zuora presentation 2015 - Simon-Kucher Source: Simon-Kucher & Partners Simon-Kucher specialisation: Strategy, Marketing, Sales and Pricing Pricing Strategy Marketing Sales  Strategic goals and direction  Pricing strategy  Growth strategies  Business models  Competitive strategy  Market sizing/forecasts  Market due diligence  Corporate organisation  Customer segmentation based on value, needs, willingness to pay  Value and brand positioning  Product and service development  Portfolio design and management  Marketing effectiveness and efficiency  Customer retention and loyalty programs  Up & Cross sell initiatives  Price models and bundling  Price setting (launch and post-launch)  Rebates, incentives and discount systems  Price negotiation and key account pricing  International pricing  Price organisation and processes  Price monitoring and controlling  Pricing training programs  New channel development/ partnering  Up and cross-selling  Sales channel mix  Channel incentives  Sales force organisation  Sales force performance and compensation  Negotiation support  Sales force training programs 27
  • 28. Zuora presentation 2015 - Simon-Kucher Simon-Kucher support clients across industries… Dow Jones DuPont Emirates Europcar Ferrero Fresenius Goldman Sachs Honeywell Hewlett Packard HSBC Intel Iveco Johnson-Johnson Kia KPN Kimberly-Clark Lufthansa LA POSTE LinkedIn Medtronic MetLife Michelin Microsoft Nestle Nikon Permira Porsche RBS SAP Siemens SingTel Swisscom Shell Skype Smith & Nephew Telefonica TPG TNT UBS Vodafone Volkswagen Zurich ABB Accor Adidas Allianz Assa Abloy Audi Axa Barclays Bayer BMW Bosch British Airways Caterpillar Castrol Citibank Citrix DaimlerChrysler DB Schenker Deutsche Bank Deutsche Telekom DHL AMP Ashdown Ingram Bostik Castrol Coats Commercialisation Australia CSR Fairfax Media Foxtel Innovations Development Australia Komatsu META Optus Outotec Rexel Rio Tinto Sanitarium Secure Parking Skaffold Sky NZ Spirit of Tasmania Tapestry Telecom New Zealand Vodafone Fiji Selected international references Local references (AUS/NZ/Fiji) 28
  • 29. References in the subscription space Telco Software & othersOnline Media Zuora presentation 2015 - Simon-Kucher Selection Axiata Hutchison 3 Indosat Macquarie Telecom Optus Ooredoo SingTel Telefonica Telecom / Spark T-Mobile Vodafone … Abril Bertelsmann Bloomsbury Fairfax FAZ PubliGroupe Reed Business Infor. Tamedia Scholastic The Economist Wiley … Anchestry.com Cars.com ImmoScout Gameforge LinkedIn LifeLock Manheim Skype Trulia TotalJobs Xing … Adobe Advent Activision Citrix Deutsche Bahn FC Cologne Intuit Michelin Microsoft Paris St Germain SAP Ubisoft … 29