Notes from the field.
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Forecasting & Pipeline Management
Sales Forecasting Truth: Why MEDDPICC Alone Fails
Every quarter I hear the same complaint from a sales leader. A deal that looked solid on the scorecard fell…
Sales Management
Comparing License Models: The Four Structures Behind B2B Software Pricing
Every license model in this series works well for some products and fails quietly for others. Comparing license models is…
Sales Management
Value-Based Pricing and the Case for a Product Value Meter
Picture a warehouse management system sold into a mid-sized distribution company. Before the system, a single pick might cost the…
Sales Management
Outcome Based Pricing: Why the Cost of a Result Is Harder to Know Than the Price
Outcome based pricing gives customers the cleanest possible value story: pay for the result, not the effort. It also sounds…
Sales Management
SaaS Conversion: What a Perpetual License to Subscription Transition Actually Costs
SaaS Conversion Key Takeaways SaaS Conversion Is a Product Problem Before It Is a Pricing Problem The instinct, when a…
Sales Management
The SaaS professional services model: three layers that get billed as one
Key takeaways on Services and SaaS Why one word covers three jobs in Services and SaaS Every SaaS or outcome-based…
Sales Management
Outcome based license models
The outcome based license model: charging for the result, not the attempt This is the fourth article in our series…
Sales Management
Pay Per Use License Model: 5 Essential B2B Software Facts
Key Takeaways: Pay Per Use License Pricing in B2B Software A pay-per-use license charges per unit consumed, such as an…
Startups & Scaleups
Software as a Service: 5 Essential Subscription Facts
Key takeaways SaaS charges a recurring fee, usually per user per month or year, for hosted software the vendor operates,…