How to Make Data-Driven Pricing Decisions for Your Business with Ryan Glushkoff

<p>With over 20 years of software experience, <strong>Ryan Glushkoff</strong> provides pricing and product marketing expertise for business-to-business (B2B) software companies. This includes offer packaging, pricing, market research, and pricing strategy and organization.</p> <p>Prior to founding Fraction8, Ryan cut his teeth in both the pre-sales and post-sales world for both mass-marketing and custom-enterprise software companies, which gives him a unique perspective on how SaaS companies need to price and market themselves for success.</p> <p>In this episode, Ryan shares what important data set his qualitative and quantitative interviews and surveys uncover to arrive at a pricing decision.</p> <p><strong> </strong></p> <p><strong>Why you have to check out today’s podcast:</strong></p> <ul> <li>Find out the three types of competitive research you can use to understand your competitors’ offer structure so you come up with the right pricing decision</li> <li>Learn about what different companies are using in their pricing structure</li> <li>Find out what is of utmost reason for putting your price online</li> </ul> <p><strong> </strong></p> <p align="center"><strong>“Pricing is a team sport. All of those different groups need to be part of the decision. So, it's incumbent upon the product team to steward the rest of the organization through that decision making process.”</strong></p> <p align="center"><em>-</em> <em>Ryan Glushkoff</em></p> <p><strong> </strong></p> <p><strong>Topics Covered:</strong></p> <p>01:36 - What he does as a B2B technology pricing consultant</p> <p>03:32 - Doing qualitative interviews and quantitative surveys</p> <p>04:17 - Aha moments when it comes to clients saying what they claim customers value versus what customers say they value</p> <p>05:16 - Important data points uncovered with qualitative and quantitative interviews</p> <p>05:57 - What is competitive research and its different types</p> <p>07:44 - Times when you consider pricing as part science and part art</p> <p>08:46 - Going th