THE VALUE & PRICING BLOG

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

Karen Chiang Karen Chiang

Value - The Foundation for Customer Engagement

This blog post discusses the importance of value in customer engagement and introduces the Value Cycle. It explains how value creation, communication, delivery, documentation, and capture are essential for building strong customer relationships. The post also presents a simple scorecard for evaluating a company's performance in each area of the Value Cycle.

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Gregory Ronczewski Gregory Ronczewski

Core Concepts: The Value Cycle

The value cycle defines how organizations create, communicate, deliver, document and capture value. It is generally used by companies to align different business functions around how they create value for customers. The value cycle turns around a deep understanding of how value is created for customers.

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Steven Forth Steven Forth

Pricing for Net Dollar Retention (NDR)

As economic conditions change, Net Dollar Retention (NDR) has become a critical issue for many B2B SaaS companies. What role does pricing play in ensuring NDR? In this post, we look at why NDR has become an important concern and how to improve Net Dollar Retention.

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Steven Forth Steven Forth

What is your target value ratio?

The value ratio is a critical but frequently overlooked pricing metric. Tracing this metric is critical to your long-term health. Deciding what level to target is one of the most important Where to Play choices you make in pricing.

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Steven Forth Steven Forth

Pricing and Value Communication Does Not End at the Sale

Too many companies negotiate a price during the sales process and then forget about it. This is a recipe for failure. Pricing and value are closely connected. The pricing-value conversation continues across the customer journey. Keeping this conversation current is how to drive renewal, cross sales and upselling.

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Steven Forth Steven Forth

Who is responsible for value documentation?

Value documentation is emerging as a best practice. It is especially important in subscription models or models where there is a lot of repurchase. Many companies lack a formal process for documenting value. Who is responsible for documenting value at your company?

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