Today, Adam Wells with GSTVC shares with us how he and the GST team take a focused yet wide-net approach to foster predictable success.
Playing the Numbers: Value-Based Pricing
You have a rock star product which is picking up customer after customer and is now gaining traction at the enterprise level.
The pricing model you employed has worked spectacularly for your original target market, but it may not be right for enterprise. As the impact of your tech solution increases, the ROI realized by your customers likewise increases.
If you're not pricing to value of your solution, you're likely leaving money on the table. Even worse, you may be inadvertently misrepresenting the already achieved rock star status of your product.
Your customer will have a perception of the value of your solution to its operations that will, to a very large degree, be in-line with the price of your solution.
Don't sell yourself short. Focus on the Discovery stage of the Sales Process to learn what your solution's ROI will be to your target customer.
In the coming weeks we'll Play the Numbers, look at how you can pull the right levers to stay in your lane; the lane that brings the greatest overall degree of successful outcomes for your company.
As always, we love hearing from you as to what you're experiencing as you drive growth for your company; please reach out below.
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