Request-for-Proposals (RFPs) and selling through procurement teams can seem overwhelming complex to price. In those cases where pricing teams are ill-equipped with tactics to evaluate bids, the result can be detrimental to bottom line, often leading to rock-bottom or cost-plus pricing in a battle to win against competitors. This complexity can become even more confusing in a digital transformation era where solutions can include multiple revenue models (one-time fees and subscriptions) as well as solution designs that include combinations of services, hardware, and software (or software-enabled systems). 

With a heavy focus on RFPs that include a subscription component (including software), this seminar addresses key pricing tools, strategies, and tactics that will help your organization improve how they respond to, and profitably win, RPFs. Topics include:

• Examples of RFP pricing structures in the subscription digital era

• Identify types of Request-for-Proposals (RFP) – and what it means to your pricing strategy

• When, and how, to monetize your value and differentiation with price-value analysis 

• Learning from your RFP wins… and your losses

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Scott Miller is Founder of Miller-Advisors Inc, a software strategy and marketing consultancy with a specialty in pricing and offer design. Over the past 20 years, Scott has held various roles as head of global pricing with $10B technology companies as well as conducting over 100+ pricing initiatives as a senior consultant. Scott is also a Fellow of the International Software Product Management Association (ispma.org), CPA, CMA, a published author, and speaker on best-in-class pricing practices.