Pricing Session PCampB

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These are the slides I used for my product pricing session at ProductCamp Berlin, June 2010.

Published in: Technology, Business

Pricing Session PCampB

  1. 1. Best Practices in Product Pricing by mark (at) agilician (dot) com Pricing Models Mendix - From enterprise to volume Setting Prices Wakoopa - Pricing the new tracking service Price Lists and Tables Usabilla - How to present the service plans?
  2. 2. Image/Prestige Pricing
  3. 3. Premium Pricing
  4. 4. Discount Pricing
  5. 5. Penetration Pricing
  6. 6. Complementary Pricing
  7. 7. Skim Pricing
  8. 8. com x. di en m
  9. 9. Parameter of pricing models for software products Formation of Structure of Assessment Price Price Dynamic pricing price payment flow base discrimination bundling strategies Price Single payment Number of 1st Degree Offer Penetration determination pricing pricing components Pure bundling Cost-based Mixed bundling Value-based Unbundling Competition- Usage- oriented 2nd Degree Product Follow-the-free Recurring dependent strategy Degree of payments Quantity Software interaction Transaction Time Maintenance Frequency Memory Unilateral requirements Versioning Service/Support Duration Time Interactive ... 3rd Degree Degree of Skimming Combination integration strategy Usage- Person-related independent Complementary Region-related Substitutive Named user Independent Concurrent user Multi- Price Level Machine, Server dimensoinal CPU Additive Key performance indicators Superadditive ... Subadditive
  10. 10. Best Practices in Product Pricing Pricing Models Mendix - From enterprise to volume Setting Prices Wakoopa - Pricing the new tracking service Price Lists and Tables Usabilla - How to present the service plans?
  11. 11. Find Signposts
  12. 12. Align with Customers’ Business
  13. 13. Consider The Channel $10 = credit card $50 = credit card and expense claim $500 = company credit card $1500 = purchase order and bill $10000 = call for tender
  14. 14. Psychology: Perceived Value
  15. 15. Test and Iterate Make an informed guess. Try it out. Change the price and try again.
  16. 16. m co g. in ck tra qd
  17. 17. QD Pricing Low yearly fee Avoids unusual upfront investment Aligns with existing panel member incentives Most costs project based Only paid when customer makes revenue Aligns with existing analyst daily rate
  18. 18. Best Practices in Product Pricing Pricing Models Mendix - From enterprise to volume Setting Prices Wakoopa - Pricing the new tracking service Price Lists and Tables Usabilla - How to present the service plans?
  19. 19. m co a. ill ab us
  20. 20. f t ra D
  21. 21. f t ra D
  22. 22. l na Fi
  23. 23. Don’t Just Roll The Dice http://downloads.businessofsoftware.org/dontjustrollthedice.pdf The Changing Labyrinth of Software Pricing http://delivery.acm.org/10.1145/1280000/1272531/p19-cusumano.pdf? key1=1272531&key2=2761884811&coll=GUIDE&dl=&CFID=15151515&CFTO KEN=6184618 Pricing Strategies of Software Vendors http://www.springerlink.com/content/x83v32xt12qw7171/ 40 Fantastic Pricing Tables for Your Inspiration http://www.1stwebdesigner.com/inspiration/fantastic-pricing-tables-inspiration/
  24. 24. mark (at) agilician (dot) com

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