There is an old saying “what gets measured is what gets managed.” Most companies do not do a good job of managing pricing. Is that because they do not measure it? What aspects of your pricing performance should you be measuring? How will those measurements help you to manage pricing? We conclude with three critical measures you need to get started.

The migration of licensed pricing models to subscription of SaaS pricing models continues. Many companies are asking how to migrate to the cloud and subscription models while protecting their established businesses. Begin with value-based market segmentation and then choose a pricing metric that tracks the value metric and differentiates from the licensed pricing.

To thrive, to even survive, one must continually deliver new functionality to the market. For this to be sustainable, there has to be a return on the new functionality. It needs to be priced. In this post we explain how to price new functionality.

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.

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.