Pricing and Selling B2B Software in a Downturn
Date & Time: 30 APRIL 2020, 17:00 - 17:45 CEST
Speaker: Scott Miller, Miller Advisors Inc.
What This Webinar is About
Without a doubt, client needs and short-term objectives are undergoing a tectonic shift in 2020 as a result of COVID-19, creating a high uncertainty for businesses and the overall market environment.
While many software firms may already be in survival mode exploring aggressive price reductions, others may be better positioned to ride a potential downturn wave using revised strategies and playbooks that seek to drive continued and monetizable value for clients throughout 2020 and beyond.
This discussion will focus on best practice software offer design approaches in a downturn as well as the need to quickly re-engineer product strategy, supporting services, and the sales playbook to deliver a co-ordinated company effort to better addresses changing client needs, objectives, and perceptions.
What Attendees will Learn
Introduction to The Software Pricing Framework as an approach for pricing and offer re-design
Top 10 B2B software tactics in a downturn: “What needs to change… and quickly…”
About Scott Miller
Scott 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 Member of ISPMA, CPA, CMA, a published author, and speaker on best-in-class pricing practices.
Scott can be reached at scott@miller-advisors.com.