Software, Technology
& Services Pricing

More Profitable Growth Through Consulting,
Training, Tools, and Research.

Target higher value customers, improve sales
productivity & gain a competitive advantage

why value & pricing partners? Free Online Assessment Here

How We Can Help

Pricing Assessment

How do your practices stack up?

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Pricing Research & Modeling

With millions on the line, why guess?

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Offering Design & Pricing Strategy

Are you ready to unleash your pricing power?

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Price Management & Control

Do you want fast pricing results?

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Sales & Channel Effectiveness

Do you have the right skills, tools and structure?

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TSIA

Thought Leadership and Experience

Profitable Technology Services PricingValue and Pricing Partners is a recognized thought leader in technology services pricing. Our book, Profitable Technology Services Pricing, has won endorsements from 20 industry and academic leaders, and provides a roadmap for thinking through the pricing challenges faced by tech and near tech companies.

"There is a coming storm that has the potential to devastate the margins of organizations that are centered by technology products. This book is a life raft to keep your technology service margins and profits afloat in that storm."

- Thomas Lah, Coauthor, Consumption Economics and Executive Director, The Technology Services Industry Association

"Read your book. FABULOUS. Seriously. I learned a lot, thought it was very well written, and I never thought I would say that about a pricing book."

- Randy Wootton, Vice President, Premier Success Plans, Salesforce.com

Featured White Papers

Value and Pricing Perspective on the Top Services Revenue Generation Business Challenges Download

Value and Pricing Strategy in the B4B Era Download

Contact Value & Pricing Partners

800.413.4579

How can we help your organization?

We will contact you within one business day

info@valuepricing.com

Corporate Headquarters:
1515 Wynkoop, Suite 360 Denver, Colorado 80202

News & Events

Effective Discount Pricing Strategy

Last night a friend called me to explain that one of his clients was using discretionary discounting to bring people in the door.  And it succeeded! The problem was that they came in the door and … Read More

Value & Pricing Partners

B2B tech and near tech companies are facing tough realities. Product commoditization is accelerating and margins are declining. Services are filling the gap, but demand for traditional revenue generators like implementation, maintenance and break-fix has plateaued and may decline. The shift to “as-a-Service” may stabilize revenues, but revenue recognition is delayed and margins often narrow. Managed services are a bright spot, offering a glimpse into how future value added services may fill the gap, but they require a step change in capabilities and costs can be high. These stresses are prompting many tech firms to rethink their business models. At the heart of this transformation is strategic pricing. There is a fundamental shift occurring in how customers define value, how suppliers deliver value, and the methods customers use to pay suppliers for value.

Historically, tech companies have relied on fairly simple, tactical approaches to pricing where the supplier often held significant power. These approaches are fine in a marketplace where costs of entry and switching costs are high, where essential services are, well, essential, and a sale locks in a customer for 20 years. These simple approaches to pricing, however, will not serve tech and near tech companies well into the future. The costs of ineffective pricing are too high, and include lost sales, lost profits, high costs of sales and operations, and missed opportunities. Or, as one senior software executive put it: “The motivating question is how not to die in the XaaS world, while the marketplace and the street are demanding the transition.”

Companies will have to become much more sophisticated and nuanced to optimize legacy revenue streams and transition into the more services centric era. Cost based and market based approaches will become less effective over time, and firms will find that a shift to value based pricing methods is the key to revenue growth and profitability. Investments in pricing optimization, pricing consultants and management development in marketing and pricing will rise as firms discover they are lacking the tools and skills to get the most from their revenue engines.

At Value and Pricing Partners, we help businesses drive more profitable growth for themselves, their partners and their customers through:

  • Assessment: With our effective and efficient assessment tools, we can quickly home in on critical gaps and recommend opportunities for improvement.
  • Blocking: Using our exclusive “9 Block Approach” we provide high impact interventions and essential resources for companies to develop and sustain their strategic pricing capabilities, from strategy through execution, one block at a time.
  • Proven System: Our Profitable Technology Services Pricing (PTSP) System is an integrated methodology for value and pricing excellence, including market and competitor analysis, offering design and pricing strategy, and price management and execution.
  • No Guessing: With our competitive intelligence and market research capabilities, you can make informed decisions. Why guess with millions on the line?
  • Flexible Delivery: From half day workshops to months’ long action learning engagements, we adapt our approach to your needs.

Contact Value & Pricing Partners

800.413.4579

How can we help your organization?

We will contact you within one business day

info@valuepricing.com

Corporate Headquarters:
1515 Wynkoop, Suite 360 Denver, Colorado 80202

News & Events

Effective Discount Pricing Strategy

Last night a friend called me to explain that one of his clients was using discretionary discounting to bring people in the door.  And it succeeded! The problem was that they came in the door and … Read More