Q1 Pricing Roadmap
Focus on introduction of subscription pricing for acquisition
STUDY AND DEFINE MARKET SEGMENTS
!Who is our ideal customer profile
!What industries are they in, what size companies and
markets
!Why do they need us? What are their alternatives?
!How do we help them
RESEARCH COMPETITION & ALTERNATIVES
!What are options our ICPs have?
!How much do they cost?
!What problems are the competition solving?
!What are the alternatives and pros/cons?
!How do they price and package?
CREATE PRICING, PACKAGES & METRICS
!How do our customers value our product?
!What should we charge?
!How do we charge?
!What’s our discount policy?
!What terms will and won’t we allow?
!Create guidelines for deal desk
!What is considered an exception?
Jan
2020
! Finalize pricing for the product
! Train entire field on pricing
! Focus on market share
! Embed pricing in template
! Discount policy: sales can discount up
to 20% with no approval
Feb
2020
! Do not change pricing, hold list prices,
unless product is enhanced
! Monitor what competitors are doing
and adjust sell price/discount policies
as needed
! Can adjust discount policies to be
more aggressive if needed on sell
price
March
2020
! Pending business goals and sales to
date, reduce allowable discounts to
increase ACV/Sell Price
! Prepare for Good, Better, Best
! Adjust any price points or policies as
needed pending competitors
Create a detailed summary for sign-off
productmarketing
holman
aleyda
eileencodes
danielanewman
iamctodd
mclloyd
brettharned
soudai
zakiwarfel
addyosmani
aarron