Pricing is often divided into product pricing or services pricing. This is too simple an approach for companies that provide solutions to complex problems. Use cases and value paths can be a more compelling approach to pricing for companies that do more than sell a simple well defined product.

When and how do you hire a pricing consultant? Pricing consultants have the power to streamline your pricing strategies and enhance profits, yet they may also complicate matters with too much analysis. This article offers crucial advice on when and how to choose a pricing expert wisely.

Dive into the intricacies of customer value delivery over time, and discover actionable strategies to ensure your pricing aligns with evolving customer needs. Explore practical guidance aimed at crafting pricing strategies that capture value and drive success, from prioritizing services to comprehending value evolution and cost dynamics.

Discounting is a persistent challenge in B2B SaaS. That is not likely to change as there are good reasons to discount. Here we consider three ways that discounts can change over time.

RAGs or Retrieval Augmented Generation archiectures are becoming a common approach to the design generative AI. They tend to require more context in the prompt changing the cost dynamics. How will this impact their pricing?

We had the pleasure of speaking with Dick Sobel, a seasoned professional in the field of pricing, as he shared his journey from the mid-90s to PricePoint Partners. Dick delves into the intricacies of pricing Acuity and sheds light on its applications in the market. Join us as we explore his perspectives on the evolving landscape of pricing, the impact of AI, and advice for those considering a career in this dynamic field.

SaaS vendors are used to high operating margins where costs are a minor consideration in pricing. AI is changing this. AI is expensive to develop and to operate. Will this change pricing models?

In January we did a simple LinkedIn poll asking what will shape SaaS pricing in 2024. The results reflect the current zeitgeist but are we chasing the shiny new thing?

Usage or consumption pricing has been widely recommended by SaaS pricing experts over the past few years. How well has it been performing? How resilient will it be in a more challenging economy?

Join Paul Lachance from the Software Equity Group and Steven Forth from Ibbaka for a spirited discussion of how to craft and execute a winning pricing strategy and the impact this can have on valuation.

B2B SaaS will face headwinds in 2024 as buyers consolidate their SaaS solutions and insist that value be delivered. AI will transition from being a cool gadget to must have functionality.

Microsoft will play a key role in framing AI pricing in 2024. The decisions it makes on packaging, bundling, pricing metrics and pricing levels will act as anchors for buyers of many different applications.

If 2023 was the year AI went mainstream then 2024 will see the focus shift to monetization. Ibbaka has conducted extensive research on AI monetization that we are now summarizing in this report.

Sometimes it is nice to sit back and just watch and listen. And webcasts and pod casts open the possibility of conversations. Here are the webcasts and pod casts that Ibbaka joined in 2023. Watch, listen, enjoy, comment.

Pricing is a critical business input and needs to be planned. Here is some guidance on how to plan pricing for 2024. Align Goals. Establish a baseline. Plan actions.

2023 was the year AI went mainstream. Many companies began to invest in AI or to feature their AI based functionality. Ibbaka has been following this closely, providing research, perspectives and frameworks. Here are some of our key posts.

One of the most common questions that people ask Ibbaka is whether they should raise prices. B2B SaaS companies need to be careful about how they answer this question. The impact on Net Revenue Retention and usage needs to be considered.

More than 70% of B2B SaaS companies are investing in AI but only 15% have begun to monetize. This is not sustainable. What questions should boards be asking about AI in 2024 planning?

If only 10% of companies measure what matters, what is it? What hides behind 90% of the quantitative value? Is it possible that the elusive, sometimes impossible and yet the most potent drivers of every activity are simply our emotions?

Not everyone is using Open.ai’s GPT models. There are other alternatives. What are they? How are they priced?