pricing strategy — Resources | B2B Pricing Strategy Experts

Online Certified Pricing Manager Programme by EPP starting November 17

I’m a co-leader of the EPP Certified Pricing (CPM II & III) Programmes in Berlin, June 3-7, 2019.

EventsIan TidswellNovember 10, 2020pricing tools, training, pricing skills, pricing tactics, pricing strategy, European Pricing Platform, pricing project, pricing organization, Pricing analysisComment

MedTech Pricing and Market Access: Strategy and Tactic Course. Frankfurt, 9-10 April 2019

Two-day training on Pricing and Market Access for MedTech companies.

EventIan TidswellFebruary 20, 2019pricing strategy, MedTech, Medical Devices, Medical Technology, price execution, value pricing, value differentiation, hidden value, pricing process, market accessComment

3-7 Dec. 2018, Rome: Certified Pricing Manager Programme by EPP

I’m a co-leader of the EPP Certified Pricing (CPM II & III) Programmes in Rome, December 3-7, 2018.

EventsIan TidswellOctober 1, 2018pricing tools, training, pricing skills, pricing tactics, pricing strategy, European Pricing Platform, pricing project, pricing organization, Pricing analysis Comment

Podcast on Pricing Excellence with Umbrex

Will Bachman interviews me on pricing excellence. Have a listen

PodcastIan TidswellJuly 5, 2018pricing strategy, pricing process, Pricing Systems, pricing psychology, product pricing, price segmentation, price carrierComment

MedTech Pricing and Market Access: Strategy and Tactics

Two-day training on Pricing and Market Access for MedTech companies

EventIan TidswellApril 17, 2018pricing strategy, MedTech, Medical Devices, Medical Technology, price execution, value pricing, value differentiation, hidden value, pricing process, market accessComment

Psychology and B2B pricing part 1: getting the elephant to smile

Using the brain's decision-making process to help position prices

BlogIan TidswellMarch 26, 2018pricing psychology, pricing strategy, pricing communication, neuropricingComment

Pricing Information Session

Pricing Information Session in Cape Town

EventIan TidswellMarch 8, 2018Cape Chamber of Commercepricing strategy, pricing basics, value maps, price volume tradeoff, introduction to pricing, pricing psychologyComment

B2B Price Research Methods to set list- and target-prices

A comprehensive review of various B2B price research methods and when to use them

BlogIan TidswellOctober 10, 2017Pricing market research, pricing strategy, price discrimination, neuropricing, discrete choice analysis, AB testing, price trackingComment

22-23 Nov: EBCG Chemicals Sales & Marketing Toolbox

With a focus on Digital Transformation, my presentation will focus on capturing innovation value with pricing

EventIan TidswellOctober 9, 2017pricing innovation, chemicals pricing, pricing strategy, pricing process, pricing tools

Getting the Right CPQ Strategy for your Organization (Webcast)

Think about your CPQ strategy carefully to capture the benefits without getting lost in complexity. Watch a recording of the Webcast.

EventsIan TidswellJune 21, 2017B2B pricing, CPQ, pricing strategy, Pricing SystemsComment

Pricing throughout Product Development Cycle

It's never too early to start planning for innovation value capture (aka pricing). Done right it eliminates a major cause of product development inefficiency.

BlogIan TidswellJune 7, 2017b2b pricing, pricing innovation, R&D pricing, pricing strategy, pricing architecture, pricing frameworkComment

How to Cure Pharma and Medical Device Pricing

Pricing in healthcare (and for pharmaceuticals and medical devices in particular) doesn't work well. Why is that and what can be done about it?

BlogIan TidswellApril 5, 2017pricing complexity, healthcare pricing, pricing strategy Comment

Useful B2B pricing tools

This slide deck includes a set of tools I have used frequently over the last several years and a few new ones.

PresentationIan TidswellFebruary 13, 2017pricing tools, pricing maturity, pricing prioritization, value maps, pricing strategy, stakeholder management, pricing process

B2B Pricing Framework Elements

Having a pricing framework is invaluable for simplifying B2B pricing challenges into components that can be prioritized and addressed.

PresentationIan TidswellFebruary 7, 2017pricing strategy, pricing process, pricing goals, price guidance, price segmentation, pricing power, value differentiation, commercial terms optimization, commercial policy

Capturing the value from new products: price model innovation

Capturing your company’s share of that value comes from the pricing model, related to but distinct from the customer value model.

BlogIan TidswellJanuary 15, 2017pricing strategy, business model, offer structure, price basis, price carrier, price segmentation, customer incentives, channel incentives

B2B Pricing: the how of sustainable improvement

What practical steps can be taken to improve pricing? Looks at the skills needed, organizational design, the way to think about pricing automation, and pricing metrics.

PresentationIan TidswellOctober 10, 2016pricing strategy, pricing process, pricing skills, pricing capabilities, harmonization, pricing organization, pricing team, pricing data, Pricing Systems, price tracking, pricing metrics, pricing transformation, pricing value

Why Improving B2B Pricing is Hard but Worth Doing. And How to get Started

Pricing is the highest lever for improving profitability. But it is also very complex due to multiple different factors.

PresentationIan TidswellOctober 8, 2016pricing value, pricing complexity, pricing strategy, pricing framework, price setting, price execution, price administration, commercial terms optimization