Some Resources to Help You

ANALYTICS & PLANNING

PRICING ANALYTICS PROCESS

There are three areas to assess before and after a pricing decision is made. What is assessed also depends on the pricing problem we are trying to solve. Here is a framework you can use as a guide to assess key KPIs.

GTM STRATEGY PLANNING

It can be overwhelming to develop expansion plans or to know what key stakeholders to involve when conducting annual GTM organizational and territory planning. Here is a handy guide of what teams to partner with and what to consider for optimal planning.

PRICING & PACKAGING

TIPS FOR DETERMINING YOUR PRICE POINT

Before you embark on the journey of understanding your product's value to customers and customer WTP (willingness to pay), you will want to have a sense of your target entry strategy. Here are a few most common B2B market entry factors to consider.

TIPS FOR OPTIMAL PACKAGING

After you conduct the analytics above, ask yourself, are you practicing Good Bundle Behavior? Take a look at these 4 tips I created as guidelines to consider when building packages and bundles, that go beyond the math - and touch on the "art" of bundling.

SALES & CUSTOMER ENABLEMENT

HOW TO ORGANIZE YOUR
ENABLEMENT TEAM

Enablement teams can't always be all things to all teams but in taking this 3-step approach, you CAN be all things that all teams NEED. This will help you prioritize and organize your resources based on the company's strategic goals.

HOW TO ASSESS THE SKILLS

OF YOUR SALES TEAMS

Here is a visual you can use when presenting to Leadership the summary of skills of each stage of the Buyer's Journey for each team. Identify areas of opportunity that will then shape your Enablement strategy and how you'll measure success.