Pricing strategies shared by Tushar Bhatia from Saigun technologies at the first #PNMeetup organised by ProductNation in Kunzum

1. Pricing for
Enterprise
Sales
An initiative of Product Nation
15 Dec 2012

2. Why do we need pricing?
Evaluation by our potential customers
Business Planning
Scalability
Consistency and Standardization
Setting a value to our offering

3. How is the enterprise sale different?
Much longer decision cycles
(6 months, 1 year, 2 years....)
Evaluation on various parameters
- Functional: comparison on parameters
- Value: May mean different things to different
decision makers
- TCO
- Long term support
- Brand / Organization
Complex decision matrix

4. Parameters for pricing strategy
Will I acquire and service customer at any cost?
For how long, and who will fund this?
What geography will I target and what challenges I
may face there? Are they factored in my pricing?
Am I a new entrant in an established market or is
my product a new concept with no competition?
Will I be ready to educate the market?
What are the must-haves and good-to-haves and
can I discount on the must-haves to gain
customers
If I remove my R&D, can I have a +ve YoY EBIDTA

5. Take home thought
If you sell a $10 bill for $8 and are trying to
make it work through volumes
you know where your business is headed
...............Warren Buffet