The 4 sneaky margin killers hiding in your cost to serve
As we evaluate a P&L, we often get a big picture top-down view of gross margin for the entire business. As an example, the business is chugging along at 40% margin; however, the story looks very different when you look at margin from the botto…
How to build pricing power in the age of Gen AI
If you’re a CEO in SaaS, you’re feeling the pricing pressure. You’ve invested in AI, pushed to create new features, and pressed the team to innovate quickly. Then your CRO calls to say there’s a new competitor offering something similar… at 10% of…
How to break out of the cost-plus pricing trap
Cost-plus pricing still has a stronghold in a lot of B2B companies – and for good reason. It’s clear, it’s simple to explain and defend, and it’s predictable. When tariffs or input costs change, prices change, guaranteeing your pre-determined marg…
Winning with value when procurement plays hardball
When looking at your pricing, think about it through the lens of price setting and price getting.
Price setting is where you evaluate what to charge for your product or service based on the value it creates for your customers. That value …
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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.
