THE VALUE & PRICING BLOG
The latest stories, blog articles, and pricing news from the Ibbaka team
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.
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.
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.
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.
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.
Pricing is central to strategy and positioning - a conversation with Rob Litterst
Over the past few years, Rob Litterst has emerged as one of the most compelling new voices in pricing. His Good Better Best blog has consistently insightful content. He is able to look at a company’s pricing page and see its pricing strategy and positioning.
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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