Pricing for Growth (PFG)
framework
Pricing and packaging (PnP) is an integral part of growth strategy and is one of the most impactful growth levers. PnP has to be effective and aligned with Product and GTM strategy to deliver seamless customer experience and to realize strategic growth objectives.
Pricing and packaging (PnP) significantly impacts performance across the customer lifecycle. It is very common that challenges seen in customer acquisition, retention or expansion have some crossover with pricing and packaging.
Pricing Strategy
Packaging
Packaging optimization
Price Levels
Price increases/ decreases to align with market WTP
Volume discounting strategy
Geo specific price adjustments
Pricing Meters
Price meter rationalization
Rationalizing Entitlement limits
Interconnect with Product Strategy
Roadmap prioritization
Interconnect with GtM Strategy
Solution selling/Bundling strategy
Market expansion through partner programs
Pricing Models
Introduction of consumption/ usage models
Aligning models with PLG/SLG motions
Pricing Execution
Systems and Governance
Enforcement and updating of discount guidelines
Governance in CPQ
Fulfillment and Entitlements
EOL of legacy offerings
Entitlement enforcement and leakage prevention/recovery
The GTM Perspective: Navigating Product-Led Growth vs. Sales-Led Growth Models
The debate between Product-led-growth (PLG) and Sales-led-growth (SLG) models has only been heating up. Here, I contrast them through the lens of pricing and Gtm considerations …
How to Adopt Consumption-Based Pricing — and Avoid Common Pitfalls
Consumption based pricing models are sought after by many organizations nowadays. But there are some pitfalls you should be aware of …
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