Right Pricing Starts with the Right Product Plan

Presented by: Jim Geisman, President, MarketShare, Inc. (softwarepricing.com)

Customers want products that create value and vendors want to be paid fairly for the products they create. When a product is right in terms of a customer's business and budget, most customers are willing to pay a price that is related to value - the "Right Price."

This presentation will show how Right Pricing can meet a wide range of customer needs, and should drive some of the decisions made early in the product development cycle. Defining the right product elements and combining them together into the right modules is where Right Pricing begins. With this starting point, one can find the right pricing metrics and set the right price levels for the product.

When a product is designed with pricing flexibility in mind, you have the option of using this flexibility. If the product architecture is not modular enough, the customer will not be able to configure the product to meet their specific needs and will be less able (and likely) to pay for value delivered.

This presentation will describe some of the principles and processes involved in Right Pricing. These principles will be applied to both traditional and emerging business models such as subscription pricing. The discussion will also describe ways to enhance the value of the overall transaction using services that are complementary to the product offering.