Minimize Churn and Boost Your Net Dollar Retention with Karen Chiang

<p dir="ltr"><strong>Karen Chiang</strong> is a co-founder and managing partner of Ibbaka, a company that provides software and expertise to enable business growth by optimizing revenue performance through customer value management and talent optimization.</p> <p dir="ltr">In this episode, Karen discusses the importance of linking your pricing to value and creating pricing packages that accurately reflect the value provided to consumers.</p> <p><strong> </strong></p> <p dir="ltr"><strong>What you will learn from this episode:</strong></p> <ul> <li dir="ltr" role="presentation">Understand the concept of net dollar retention in relation to your customer base and as a means of measuring your revenue from operations</li> <li dir="ltr" role="presentation">Learn how to effectively package your offers by linking value to pricing</li> <li dir="ltr" role="presentation">Explore these net dollar retention levers to better understand the value your customers are seeking</li> </ul> <p><strong> </strong></p> <p dir="ltr" style="text-align: left;"><strong>"Getting to a value-based mindset is extremely important in order to improve your pricing power."</strong></p> <p dir="ltr" style="text-align: left;"><em>- Karen Chiang</em></p> <p> </p> <p dir="ltr"><strong>Topics Covered:</strong></p> <p dir="ltr">01:19 - How she got her into pricing</p> <p dir="ltr">02:33 - Defining 'net dollar retention'</p> <p dir="ltr">04:48 - Pricing as it relates to net dollar retention</p> <p dir="ltr">09:18 - Linking pricing to value [where churns are concerned]</p> <p dir="ltr">11:25 - Strategy to keep half a customer rather than losing completely</p> <p dir="ltr">13:56 - What you must think about in the design of your offer</p> <p dir="ltr">15:03 - What is product packaging and how it differs from cross-sell or upsell</p> <p dir="ltr">18:23 - Pricing models and various packaging designs</p> <p dir="ltr">19:32 - What a cross-sell and upsell are in terms of using the good, better, best</p> <p dir="ltr">25:12 - Karen's best pricing advice that can imp