"Let's say you create tiers of functionality. The "good" offering might include basic functionality of the product through a software solution; "better" might contain the software solution, plus an online option; "best" might be a customized SaaS solution that integrates with your back-end CRM.
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Now when Procurement says, "You've got to sharpen your pencil and drop your price by 30%," your answer can be, "No problem. We can certainly drop the price by 30%, but we're going to have to take the customized SaaS solution out of the bundle to meet that price."
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If Procurement agrees to your proposition, you'll know the extra wasn't really needed in the first place. So be it. You've reduced your company's cost-to-serve."
quarta-feira, dezembro 19, 2012
A propósito do dinheiro deixado em cima da mesa
Este texto de Holden "There's a Way to Win the Showdown with Your Customer" é uma boa pista para algumas empresas que são sistematicamente sujeitas ao rolo compressor dos departamentos de Compras dos clientes.
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Pricing Rules You Need to Know
http://www.inc.com/jessica-stillman/pricing-is-hard-science-can-help.html
http://conversionxl.com/pricing-experiments-you-might-not-know-but-can-learn-from/
Pricing Experiments You Might Not Know, But Can Learn From
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