a
Boston
Member Since
Value-based Product & Pricing Strategist
I work with B2B companies to develop their value-based pricing strategies. My POV is that a winning pricing strategy flows directly from smart decisions on where to play and how to win in the marketplace. My specialty is translating a company’s competitive advantage into a viable customer value pricing strategy, as well as advising on commercial execution. I currently work as an independent contractor to clients as well as with other trusted consulting partners. During my career I’ve worn multiple hats: founder (LeveragePoint), product leader (Forrester, Monitor Group), and as a consultant (DiamondCluster, Communispace and other boutique consultancies).
Services
2
Customer Value Modeling & Validation
$15,000 - $25,000
5 Weeks
A customer value model is essential for product differentiation, positioning, pricing, and selling. My process begins by interviewing 3 to 5 internal functional leaders and reviewing internal documentation to build a draft model based on the Economic Value Estimation (EVE) technique. Next, I’ll interview 5-10 current/prospective ICP customers to validate its credibility for marketing and sales campaigns. Final deliverables are a detailed customer interview finding reports with strategy recommendations and a working spreadsheet-based value model (which can be transferred to a third-party online tool or internal applications).
Product Management
Market Research
Pricing Strategy
Product Management
Market Research
Pricing Strategy
Dropbox
Zoom
Excel
Dropbox
Zoom
Excel
Projects
Crop Science Product
A global crop sciences company developed a hybrid seed for rice that had significant advantages in terms of quality and yield. My value analysis showed tremendous value to large growers in Brazil. The client therefore raised the market introduction price to capture value. The market introduction met all volume goals and earned an additional $9 million in profit.
Pricing Strategy
Financial Modeling
Pricing Strategy
Financial Modeling
CDP Platform Provider
This company struggled to demonstrate value to customers, leading to churn and limited upsell opportunities. I built a value model and validated it through customer interviews. The use of value stories has transformed customer success, and improved renewals and upsells. Client reference available by request.
Market Research
Pricing Strategy
Market Research
Pricing Strategy
Zoom
Excel
Zoom
Excel
Available for hire
Skills
Competitive Product Analysis
Financial Modeling
Market Research
Pricing Strategy
Product Management
Revenue Strategy Development
Sales Enablement
Tools
Industries
- Aerospace
- Agriculture
- Biotechnology
- E-commerce
- Education & Training
- Finance
- Manufacturing
- Pharmaceuticals
- Technology