There is a lot of homework to be done before heading to a pricing discussion with the Customer . Let us see some aspects which can strengthen our case as PMMs : - Explicit Value creation : Rather than going for a "box-sell" approach , the focus should be on communicating unique value that can be created in the short-term as well as long-term - Product / Requirement Fit : Have the PM team to ascertain and analyse the feature fit with the specifics of the customer requirements to tailor a curated sales pitch - Pricing Structure : There is no "One shoe fits all" strategy , however numerous options can be presented : ---- Tiered Pricing ---- Long term lock-in benefits ---- Pay-as-you-go ---- Fixed +Flexible ---- AMC(If applicable)

Navigating pricing negotiations requires a focus on value and flexibility. Emphasize the unique advantages your product or service offers to justify pricing, using client success stories or ROI data as proof. Introduce tiered pricing to cater to varying budgets while maintaining premium options that showcase full value. Maintain transparency during discussions, showing clients how your pricing aligns with their needs and long-term goals.

When negotiating the prices with the clients, it is essential to strike a balance between revenue and value. We start by understanding their needs and budget, then highlight the unique benefits our product or service offer. Transparency is key, so we openly discuss pricing and costs. By offering flexible options and focusing on the value that we provide, we can secure a fair price that works for both the parties.

Great question! It's all about striking that perfect balance—clearly communicating the value you're providing while being flexible on terms. How do you approach tough negotiations without undervaluing your product?

To secure maximum revenue while delivering value, focus on: Aligning with Client Needs: Clearly show how the solution solves their specific challenges and delivers ROI. Smart Trades: If necessary, ask for something in return, like a longer commitment or a larger order. Strategic Offers: Maintain value with tiered pricing or added features instead of discounts. Building Partnerships: Highlight shared growth opportunities to position yourself as a long-term ally.

Balancing max revenue with delivering value, a challenge every med device & pharma professional knows 1.Highlight Unique Benefits: How your product stands out, whether it’s through innovative technology, proven clinical outcomes, or long-term cost savings 2.Tiered Pricing: By presenting different packages give clients flexibility while keeping premium features reserved for higher tiers 3.Total Cost of Ownership (TCO): Long-term savings (eg, reduced complications, shorter hospital stays, or improved efficiency) resonates deeply. Cost-effective positioning over lifecycle helps justify upfront costs 4.Value Metrics: Clinical outcomes, operational efficiency, or patient satisfaction, aligning on metrics builds trust & the tangible impact

Here's the approach I use: 1. Start by understanding client needs- their challenges, goals and priorities 2. Highlight the unique benefits of your product and position your product as a solution to address their needs 3. Use statistics, testimonials and case studies to validate your pricing and demonstrate the product's proven success 4. Be flexible and provide options for pricing so that the client can choose based on their budget and needs

Pre-plan, identify things that are unique value from you to the customer - non-negotiable items. Give away feel good priced items. Add additional value service items like post sales service, addon's etc to upsell

To secure maximum revenue while upholding value, focus on these key strategies: - Understand Client Needs: Tailor your pitch to align with their priorities. - Emphasize Value: Highlight unique features and success stories over just the price. - Anchor High: Start with a premium price reflecting full value and offer tiered options. - Negotiate Smart: Adjust terms, bundle services, or add value instead of discounting. - Create Urgency: Use time-limited offers or scarcity to drive decisions. - Set Limits: Know your walk-away point to protect profitability. - Build Relationships: Prioritize trust and support for long-term gains. Position yourself as a trusted partner, not just a vendor, to justify your pricing and foster future growth.

In my experience, highlighting unique benefits is the most effective strategy in pricing negotiations. I once worked on a product that faced pricing pushback, but when I focused on what made it stand out—time savings and seamless integration—it clicked for the client. It’s like explaining why a luxury car costs more; the added comfort and reliability justify the price. By showing how our product solves specific pain points better than anyone else, clients see the value and are more willing to pay for it.