PRESENTATION

Common B2B Pricing Strategies:

 Value-Based Pricing
 Competitive Pricing
 Cost-Plus Pricing

Choosing Your Pricing Strategy:

 Know Your Value Metric

 Decide on a Pricing Model
 Utilize Buyer Personality

Recommendations:

 Decide what matters most to your organization. In the B2B industry, a value-based
strategy may be seen as the holy grail, but if your product and business model are
straightforward, a cost-plus or competitive strategy may be appropriate.
 To participate to the conversation, form a cross-functional team. Your marketing, sales,
and accounting departments will all have distinct points of view, and the best strategic
option will almost always be somewhere in the center.

 Be adaptable. Keep an eye on your numbers and make adjustments to your pricing
approach as needed. If a plan isn't working, don't persist with it just because you choose
it in the past.