Upgrade to Pro
— share decks privately, control downloads, hide ads and more …
Speaker Deck
Features
Speaker Deck
PRO
Sign in
Sign up for free
Search
Search
Pricing
Search
chrislema
August 05, 2013
Business
5
690
Pricing
The 7 Forces to Factor into your Pricing Decisions
chrislema
August 05, 2013
Tweet
Share
More Decks by chrislema
See All by chrislema
El diseño de la página del producto perfecto
chrislema
0
390
Getting what you want without becoming who you're not
chrislema
1
250
Coupons, Order Bumps & One-time Offers
chrislema
1
350
ECommerce Segmentation
chrislema
0
560
Designing the Perfect Product Page (for eCommerce Stores)
chrislema
1
410
eCommerce Decision Making - How Customers Decide What To Buy
chrislema
1
640
Bringing a new WordPress product into the market
chrislema
1
220
Leading Smarter People
chrislema
0
280
Online Learning
chrislema
0
480
Other Decks in Business
See All in Business
5分でわかる松鶴建設 | Shokaku Recruit
shokaku_recruit
0
580
【株式会社Amazia】26年度新卒採用資料
amazia200910
0
380
運営という選択〜参加者から運営への変容と運営を経験して得られた学び〜 / The Choice of Being an Organizer
aki_moon
0
380
Rimo会社紹介資料
rimollc
1
160
Cobe Associe: Who we are? /コンサル・市場調査・人材紹介のCobe Associe
nozomi
6
19k
ログから学ぶKubernetes
googlecloudjapan
1
350
Lisse/採用ピッチ資料
lisse
0
150
株式会社B4A 会社紹介
b4a
0
6.6k
【全ポジション共通】㈱エグゼクション/会社紹介資料
exe_recruit
1
1k
わわわ理念制作所 紹介資料
yuadachi
1
440
AgeWellJapan_Company Deck
kosuke_toyama
0
120
株式会社AbemaTV 会社説明資料
abematv
2
1.3k
Featured
See All Featured
Build your cross-platform service in a week with App Engine
jlugia
229
18k
Automating Front-end Workflow
addyosmani
1368
200k
Documentation Writing (for coders)
carmenintech
67
4.6k
How To Stay Up To Date on Web Technology
chriscoyier
790
250k
Code Reviewing Like a Champion
maltzj
521
39k
Imperfection Machines: The Place of Print at Facebook
scottboms
267
13k
The Language of Interfaces
destraynor
156
24k
Optimising Largest Contentful Paint
csswizardry
34
3.1k
ピンチをチャンスに:未来をつくるプロダクトロードマップ #pmconf2020
aki_iinuma
114
50k
The Myth of the Modular Monolith - Day 2 Keynote - Rails World 2024
eileencodes
21
2.5k
A designer walks into a library…
pauljervisheath
205
24k
BBQ
matthewcrist
87
9.5k
Transcript
PRICING 7 forces to factor into your thinking
There are 30-40 pricing experts on the planet. I’m not
one of them. My name is Chris Lema and I’ve been building hosted web-based software (SaaS) since 1994. When it comes to pricing, I’ve just made lots of mistakes.
It’s not just about Price. It’s about environmental scanning, business
modeling & sustainability. 1
It’s not about Demand Curves. You need too many prices.
You need to offer them too long. You need no one else to know. 2
Mass is not a business model. Price products so that
every product or service sale makes sense. 3
The 7 Pricing Forces 4
First, understand the Players in the Market Don’t say you
have no competition. You just sound naïve or silly. 5
Second, understand Your Prospects Knowing their pain and the benefits
of solving those pains helps you know how to set your price. 6
Third, understand Your Positioning You only have three choices –
cheap, competitive, or classy. 7
Fourth, understand Your Profit Margin Know what your “floor” is,
so you can decide if you need to change other parts of your model. 8
Fifth, understand Your Product Strategy Will you sell add-ons? Will
your product have a network effect? 9
Sixth, understand Pricing Psychology Learn what says “premium” and what
says “discount” and leverage it. 10
Seventh, evaluate any Problems with Pricing Sometimes the price isn’t
what’s wrong and lowering prices won’t help you. 11
Special Cases with Pricing • Calculating Hourly Rates • Project-based
Pricing • Scope Creep • Premium Segments 11
Questions?