Tips From a Software Pricing Guru

Pricing and negotiating software deals has never been easy
and every situation is different. Anyone trying to do a good
job of pricing and negotiating knows it takes experience,
insight, courage and wisdom. These tips come from the real
world experiences of Professional Pricing Society Board
Member Jim Geisman, President, Marketshare, Inc. The
complete brochure can be purchased at www.moreshare.
com. E.M.

1. Learn Your Customer’s Business

2. Value = Benefit - Cost

3. Reinforce Value with Price List

4. “Meet the Competition” Pricing

5. “Pre-emptive” Pricing

6. Use Credit Instead of Price Cuts

7. Use a Team to Set Pricing

8. Get the Support Pricing Requires

9. Take the Time to Resolve Pricing Up Front

10. Put Pricing and Discounting Together

11. Price List Must Fit Sales Comp

12. Make Easy-to-Use Price Book

13. Run the Numbers

14. Develop Standard Discount Policies

15. Product Bundle Discounts

To read the full article: Fifteen Pricing Tips from a Software Pricing Guru