This online program is built around our exclusive Value Based Price Offer Design framework, developed explicitly for thinking through and solving value and pricing problems with complex offerings. Now updated for the 2021 XaaS world, that framework is the basis for this Level 2 Course – Valuing and Pricing Complex Offerings.
The real world of technology offerings, including jet engines, medical systems, network systems and enterprise software, suffers from severe complexity. This complexity is the enemy of pricing success. Every sales person knows it. You get in the weeds on nuts and bolts, and the sales cycle stretches out and your pricing power disappears. Any differentiation you may have had, gets lost in the detail of more prevalent commodity components. In the end, sales knows the discounting limit they have to hit, and the deal miraculously closes at that level.
The Value Based Price-Offer Design Framework, and associated processes and tools, makes it easier for managers, sales people and customers to see the forest instead of the trees. It directs attention toward value delivered so that discussions can focus on how the work pays off for the customer, and how the firm gets paid its fair share of value delivered.
Key Learnings of the Program Include
• Worst Case Scenarios – Horror Stories Seen and Lessons to be Learned
• Value Drivers – What are they? Why are they vital to understand? How can we identify them? How do you link your offering to them?
• Market Segmentation – Why Most Companies Do Wrong and What You Can Do to Get it Right
• Willingness to Pay – The Holy Grail of Value and Pricing – Defining It, Quantifying It, Testing It
• How to Lay Out and Effectively Communicate Your Offering Strategy
• How to Configure Offerings in Alignment with Your Offering Strategy
• How to Integrate Services, and the Distinctive Roles of Value Add vs. Essential Services
• How to Optimize Your Offering Portfolio
• How to Configure Your Price Menu to Force Value for Price Tradeoffs
• Four Types of Value/Price Behavior Among Buyers and How to Distinguish Between Them
• How to Use Your Price Menu for Greatest Effect
• How to Sustain Profitability through Negotiations
Individual Coaching
Tim Matanovich has worked on value and pricing problems with complex offerings in a host of B2B, industrial and technology companies. His experience includes GE, DuPont, Cisco, Microsoft, Nikon, ADP and more, including a host of small to medium sized firms. Tim was VP of Pricing Strategy and Value at a middle market software company, so he has seen how the process works from the inside. He has won awards for innovation and leadership, and understands what it takes to champion initiatives.
Through his coaching program, Tim can walk you through the process step by step, tailoring the learnings to your specific business environment. Tim can tell you what has worked and what fails in environments like yours.
