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…
Moving beyond hourly rates: pricing professional services in an AI world
As AI becomes more common in the business world, it’s increasingly capable of taking over low-complexity work. The kind of work some professional services firms have historically billed by the hour. That shift creates a new pressure: customers are…
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.
