Pricing by Customer Size vs. Customer Potential: Why It Matters
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 cust…
Why Cost-Plus Pricing Is Holding Industrial Companies Back
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 assu…
The Myth of Perfect Pricing Data
Artificial intelligence is changing the conversation around pricing.
Every week brings another announcement about AI-powered pricing optimization, predictive analytics, dynamic pricing engines, or usage-based pricing models. The message is rema…
Monetizing urgency: protecting the value of speed
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 spe…
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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.
