THE VALUE & PRICING BLOG

The latest stories, blog articles, and pricing news from the Ibbaka team

Steven Forth Steven Forth

The uses of value models

Value models are the way to connect the different business processes that deliver the customer experience. What is a value model? How are they used? In this pot we connect the dots.

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Steven Forth Steven Forth

A new take on SaaS metrics and pricing

Kyle Poyar at OpenView has proposed a new set of SaaS metrics to better measure Product Led Growth and diverse revenue streams. What are these new metrics? What do they mean for pricing design? Is Value to Customer (V2C) the missing metric?

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Steven Forth Steven Forth

The customer journey is your guide to pricing communication

Pricing and value communication is central to good price management. When and how price is introduced into the customer conversation has a big impact on price acceptance. The customer journey map provides a guide to how to plan these conversations. Layering pricing and value into the customer journey is a best practice.

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Karen Chiang Karen Chiang

Accelerate Business Growth with Ibbaka Valio

In most companies value and pricing are disconnected. Even worse, value promises and value delivery are not well documented. The result is lower sales, more discounting and churn. The Ibbaka Value Pricing Dashboard connects pricing to value across the customer journey. It gathers the data you need to effectively evolve pricing.


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Karen Chiang Karen Chiang

Customer journey maps as a key tool to inform and shape value

One of the key barriers to adopting value-based approaches, including value-based pricing is a lack of customer understanding. The best way to organize your research into customer value is a customer journey map. This tool is underutilized in pricing discovery. Here we show how to build a customer journey map that will inform your pricing.

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Steven Forth Steven Forth

How to price ... Ibbaka guides to value-based pricing decisions and tools

Ibbaka is sharing a comprehensive set of value-based pricing decision guides and tools that you can use in your product and services management, marketing and sales and customer success work. Build your business on the value you deliver to your customers (V2C or Value to Customer). Let us know what pricing decisions you need to make and what tools will be of most value to you.

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Steven Forth Steven Forth

How to price customer success - what is your monetization strategy?

Customer success has emerged as the foundational discipline in the subscription economy. Delivering on its promise requires significant investments, and management teams sometimes struggle to understand and justify these investments. On the other hand, customers can balk at being asked to pay to achieve what has been promised to them. Here is a guide to how you should think through pricing customer success.

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Pricing, empathy, emotions and the customer journey

Pricing is often seen as a branch of the dismal science, a coldly analytical attempt to extract the maximum price from buyers. Good pricing practice is completely different from this stereotype. It factors in empathy and emotion and is deeply concerned about the value delivered to the customer (V2C).

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Steven Forth Steven Forth

Value creation and communication across the customer journey

Your customer touches you many times across the company journey. Are you creating value at each touch? Are you communicating your differentiated value? Pricing power comes from differentiated value, but this only matters if you communicate that value.

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