BDTP. Software Pricing Design with Chris Mele
UI Breakfast: UI/UX Design and Product Strategy
00:00
Don't Copy a Competitors Pricing
The biggest lesson learned of them all is customers really aren't interested in paying you anything more than slightly under your costs provided that you will answer the support line and support their investment. You need to understand what is in the evaluation set of the buyer, but you don't ever want to go look and see what the competitor is pricing because it's not going to work. Value based selling is getting paid uniformly, fairly and consistently for your value. And I think when you're selling your software, often people demand that the sales person has to be tougher on price which is a real disservice to salespeople.
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