Lenny's Podcast: Product | Growth | Career

The art and science of pricing | Madhavan Ramanujam (Monetizing Innovation, Simon-Kucher)

645 snips
Dec 8, 2022
Madhavan Ramanujam, a senior partner at Simon-Kucher, specializes in pricing strategies for top tech firms like Uber and LinkedIn and is the author of "Monetizing Innovation." He discusses the crucial role of early pricing conversations in product development and how understanding customer willingness to pay can drive success. Madhavan also delves into dynamic pricing strategies, the psychology behind pricing, and how market segmentation can tailor offerings. He shares insights on adapting pricing during downturns, reinforcing that effective pricing can unlock significant value.
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ADVICE

Early Willingness to Pay Conversations

  • Discuss willingness to pay early in product development.
  • This helps validate product-market fit and allows for product pivots.
ANECDOTE

Porsche's Cayenne Success

  • Porsche successfully launched the Cayenne SUV by focusing on willingness to pay.
  • They tested every feature with customers, ensuring product-market pricing fit.
ANECDOTE

Prioritizing Features Based on Willingness to Pay

  • A two-sided marketplace prioritized features based on internal assumptions.
  • After testing willingness to pay, they realized their top feature was unwanted.
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