Notes on pricing
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Product-Market-Price Fit Is Earned
Customers loved it. Nobody bought it. Product-market-price fit is not luck: it is earned through decisions made with product, market and price in view.
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The Divided Pricing Function
Pricing is meant to be the red thread through an organization. In large companies, the thread is often cut inside the pricing function itself.
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The Vertical AI Paradox: The More Valuable the Data, the Less Valuable You Are?
The more valuable the data, the less willing customers are to let you train on it. So where does a vertical AI company's moat really lie?
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How Do You Hold On to a Windfall?
A 7% price increase was agreed at the start of the year. By year-end, only 1.2% had landed. The money wasn't lost; it was conceded bit by bit.
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Why I No Longer Show New Clients a Slide Deck
Don't ask me for case studies. First tell me: what problem are you trying to solve?
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The B2B Sales Price Paradox
Research says price rarely decides B2B deals. So why do salespeople keep feeling they lost on price?
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The Logic of FDE, Seen Through Pricing
Forward-deployed engineering is not a new paradigm. What decides the delivery model is whether what you sell can be written into acceptance criteria at delivery.
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To the New Head of Pricing
Always firefighting? First tell symptoms from root causes. And the first step to finding a root cause is not a solution, but history.
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Why Every Business Needs a Pricing Strategy
The moment a business sells anything, it is already pricing. The only question is whether it designs its prices or lets the market push it around.
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The Quiet Leap
Samsung's exit from China's appliance market does not signal rejection. It signals a handover.
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The First Principles of Pricing
Most companies don't reason about pricing. They copy it. What first principles thinking reveals about the way we set prices.
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AI vs. Humans at Scale: What Block's Layoff Tells Us About the Next Org Redesign
Block cut about 40% of its workforce and bet on an AI agent called Goose. The token bill is the easy part.
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Wake Up: Price Does Not Equal Value
Customers may genuinely appreciate your value and still not be willing or able to pay the full price. What to do when price and value part ways.
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Is Your Pricing Process Slowing You Down?
A pricing process should expedite decisions, not create roadblocks and layers of escalation.
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How Chinese EV Trailblazers Are Redefining the Automotive Industry and Leaving Western Carmakers Behind
Smartification and electrification are setting new benchmarks, and Western carmakers are struggling to keep pace.
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Why Is Pricing Not Management's Top Priority?
Four reasons top management treats pricing as a functional, not a strategic, concern.
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