At Ibbaka, we often come across organizations who struggle to support their sales team in their value-based selling endeavours. Sales teams often find it difficult to defend pricing and communicate the differentiated value of the offer.
With that in mind, we developed The Ibbaka Value Pricing Dashboard which is a software as a service (SaaS) application that connects value to price, and helps organizations quantify and demonstrate the value that they deliver to their customers.

Majid Iqbal, author of Thinking In Services, will speak at the Value Innovation and Pricing Meetup on Thursday August 2. Majid’s book goes deep into the underlying patterns behind services and how to combine them. He also brings some interesting perspectives on the impact of customer experience on pricing power. This will be a unique opportunity for people in Vancouver to learn from one of the true deep thinkers on service design.

The Vancouver Value Innovation and Pricing Meetup will have its first meeting on Thursday January 17, from 6:00 PM, at VentureLabs. The theme is Value and Pricing Along the Customer Journey. Please join us for a vigorous discussion.

While appealing to emotions may seem intuitive within the B2C environment, there are often questions around whether emotional value creation really matters within the B2B environment. That is, is there room for emotions if it is “just business”?

Understanding how a product or service offering creates differentiated value for the customer is the foundation of value-based pricing.  Prices should align with the value the customer receives, thus ensuring the seller is maximizing returns from the customers and target the customers that derive the most value from the offering. These are the customers that will be happiest and most successful, the kind of customer you want to build a business on. For pricing to be effective, it should track the value metric. This is the unit by which the product or service offering is consumed that best reflects how the customer gets value.

The freemium revenue model is the go-to-market strategy for many web-based software solutions. Unfortunately, it can turn into a costly trap for the service provider. We saw this happen in June of this year with the Photobucket freemium to fee-based service migration debacle. Let's delve into what went wrong with Photobucket's fee introduction and contrast this with the lessons to be learned from Meetup's successful migration to a paid subscription model.