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A Better Way to Think About Bundles

Most organizations think of bundling as a discounting strategy to drive incremental volume. It is that.  However, a better way to think of bundles is in terms of capturing additional customer willingness to pay through combining highly valued “core” products with lower valued products that often have higher margins. The second (lower-valued) product may in […]
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End Pricing Roulette: Six Steps to Better Pricing

Pricing decisions are very difficult when customer response is uncertain. But what is the right way to determine prices for smaller companies and government agencies that can’t spend huge dollars on customer research? From our experience people tend to rush to the final question: Is this widget 10 cents or 12 cents? Here’s a better approach that […]
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