Customer segmentation can be very nuanced, incorporating elements of product, geography, buying behavior, needs, etc. Those with a less sophisticated approach often segment customers based on size. It is a natural starting point. Larger customers...
Author: Lori Rybaski
Cost-plus pricing feels safe. It is simple, logical, and easy to defend internally. Take your cost, add a margin, and you have a price. But in today’s industrial markets, that simplicity comes at a strategic disadvantage.
Cost-plus pricing assumes...
In industrial markets, urgency is often treated as an operational challenge rather than a commercial opportunity.
When a customer calls with production down and revenue at risk, the instinct inside most organizations is to focus on response speed....
In complex OEM relationships, significant value is created long before production revenue begins.
Engineering teams analyze applications, iterate designs, conduct validation testing, and often support on-site qualification efforts. These front-end...
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Holden Advisors is a team of experts in pricing and sales performance.
We help build and protect our clients’ pricing power by leveraging decades of expertise in negotiation, sales strategy, and value-based pricing.
