AI Is Commoditizing SaaS: How to Protect Differentiation and Rethink Pricing
AI is changing the economics of software companies. Capabilities that once justified a premium are increasingly available through general-purpose models and agents at a fraction of the cost. As these features become easier to replicate, traditiona…
Engineering Is Not Free: Separating Development from Production Pricing
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-…
The hidden cost of discounting in technical industries
Discounting rarely appears problematic in isolation. A small concession to close a deal. A minor adjustment to maintain a relationship. A short-term reduction under competitive pressure.
Individually, these decisions feel tactical and manageabl…
How to price based on risk exposure (not just cost)
Industrial pricing conversations often center on cost structure, competitive benchmarking, and margin targets. Far less frequently do they begin with a disciplined evaluation of risk exposure. Yet in engineered markets, the financial consequence o…
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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.
