Mar 4, 2019
Jim Geisman is founder and president of Software Pricing Partners. His firm is primarily focused on pricing strategies, processes, and tactics. Engagements also focus on the financial impact on the client company and the impact on the sales, marketing and development functions.
In this episode, Jim tackles what subscription pricing is all about, the structured process of product and service packaging to fully address customer segments and needs, and the correlation of usage to value when it comes to subscription pricing.
“You have to be extremely careful not in what you charge but how you present the options to the customer.”
- Jim Geisman
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01:57 – Jim's backstory, getting an MBA in Harvard
03:09 – How Jim started in his pricing journey
05:45 – The pricing metric to be considered in a subscription model
09:45 – Jim dig deeper into Salesforce’s subscription pricing model
15:25 – Correlation of usage to value, why subscription services are considered key to monetize customer relationships
17:45 – How usage is a metric in vertical markets
20:20 –Jim’s advice on how to create a pricing impact
“The metric that makes the most sense is the customer.”- Jim Geisman
“Think about the way they make in purchasing decisions and incorporate some of their own personal buyer skepticism and objections.” - Jim Geisman
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