Pricing a deal is perhaps the trickiest part of your sales process.
For some companies, product pricing is quite standard. But for many, especially when dealing with larger enterprise customers, product sales teams need to work on custom pricing structures to better align with the perceived value of that product. You don’t want to overbid and lose your deal to a lower-cost competitor. And you don’t want to leave money on the table either.
Capturing data that helps you with pricing
ProCast 360 helps you understand the impact of key pricing variables on the win probability of a deal, by objectively capturing the pricing decision factors and rolling them up to a single, commercial probability metric. This then becomes one of the inputs into the overall win probability.
Price Expectations
The first step in pricing is to understand how much your customer is willing to invest in a solution. This includes understanding the various metrics that go into the budgeting of their investment. Once you’ve captured the expectation, you’ll be able to plan your pricing strategy.