Resources | B2B Pricing Strategy Experts

42 Clever Pricing Tactics

A great article by Nick Kolenda on psychology-based pricing tactics backed up by research.

BlogNick KolendaJune 21, 2017B2B pricing, B2C pricing, pricing psychology, price execution, pricing tacticsComment

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

8th-9th June: EBCG Medical Devices 3P Forum

Addressing pricing practices in commercial and R&D for Medical Devices. Includes link to my presentation

Presentation, EventIan TidswellJune 9, 2017Comment

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 Embed Pricing into Your Company's DNA

An interesting guest blog by Moira McCormick that emphasizes the interdisciplinary nature of B2B pricing.

BlogIan TidswellMay 8, 2017price execution, pricing capabilities, pricing complexity, pricing transformationComment

27th-28th June: IPQC European Pricing Summit

Taking a very practical look at improving B2B and B2C pricing and what can be learned from each other.

EventIan TidswellMay 1, 2017

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

26th April: EPP Life Sciences Executive Roundtable

A one-day round table focused on sustainable pricing in life sciences

EventIan TidswellFebruary 22, 2017Medical Devices, Pricing Strategy

4th-5th April 2017: Vendavo Profit Summit

An excellent pricing conference last year, I'm talking about pricing and CPQ

EventIan TidswellFebruary 22, 2017Vendavo Profit SummitCPQ, Pricing Systems, Pricing Transformation

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

The hidden value of your new product

Fully understanding the value your products & services bring to customers is a key step in pricing right.

BlogIan TidswellNovember 29, 2016value proposition, price strategy, hidden value, product pricing, service pricing

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.