How to break out of the cost-plus pricing trap
Many B2B companies still rely on cost-plus pricing. For good reason! It’s clear, it’s simple to explain and defend, and it’s predictable.
But when buyers use it as an excuse to call you a commodity and demand discounts, it can lead to extremely thin margins and dilute your pricing power.
In this episode, Tracy Dent and Jeet Mukherjee discuss five levers to escape the cost-plus pricing trap without blowing up your commercial model.
Key topics covered:
The basics in quantifying differential value and understanding quality of revenue
How to differentiate beyond the product itself
Ways to…
The skinny
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