Featured

How to Find Competitors’ Prices

How to Find Competitors’ Prices

By Mark Stiving October 11, 2018

The formula for “value-based pricing” is simple. Your buyer’s “willingness to pay” is equal to the competitor’s price plus positive differentiation value minus negative differentiation value. In other words, whatever your competitor is charging plus how much the buyer values what you do better, minus how much the buyer values what your competitor does better. Simple formula, but not so simple to implement. 
Read More

Recent Posts

California’s GDPR: The Impact of New Privacy Regulations on Product Teams

They say what starts in California, for better or worse, has an inclination to spread to the rest of…
Read More

Product Marketing or Product Management

The job titles product marketing manager and product manager are confusing enough to start…
Read More

A Horrible Pricing Story

Here is a reader story about horrible pricing. Unfortunately this is far too common. "I thought you …
Read More

Why Should Sales NOT be in Charge of Pricing?

A question from a reader: Good morning Mark. The podcasts are excellent, as always. But I have notic…
Read More

Starbucks Price Increases: Are They Leading or Signaling?

Starbucks is raising prices. In my last blog post, I discussed the pros and cons of that decision. I…
Read More

How to Build High-Functioning Teams

Managing product teams without clear guidelines or a comprehensive framework is like herding cats. P…
Read More

Starbucks Raises Prices – Good or Bad Decision?

Recently, Starbucks raised prices on its coffee. The company said it raised the price of a tall (sma…
Read More

The Ultimate Guide to Positioning

Ask five people what positioning means and you’ll likely get five different answers. Posi…
Read More

Price Is ALWAYS the issue. Price Is NEVER the issue.

Price is awesome. It is part of every sale. Every customer wants to buy at a lower price. Every comp…
Read More

Looking for the latest in product management news, articles, webinars, podcasts and more?