Rob has developed easy-to-use B2B pricing SaaS models for products, professional services, public cloud, and third-party offerings that make sense to customers while extracting maximum value for companies.
Pricing Analysis and Proposals
Rob uses company and market data to analyze information such as historical revenue trends by product and competitive pricing to help optimize pricing models for companies.
In this example, Rob reviewed win/loss data over a period of 6 months and was able to determine that the pricing model was too expensive and not scaling for several customer opportunities. He proposed a series of changes that would correct and simplify the model helping the company improve their strike rate.
Sales Ready Pricing Models
Standardize pricing models ensure better deal consistency – reducing forecast variations and protecting profit margins.
In this example, Rob developed a pricing model from scratch within Excel to simplify a complex and dynamic solution offering. He modeled options for product licensing, support, services, 3rd party add-on product, and hosting. The model was successfully proven in the field and Rob and the team had it incorporated into Saleforce.
Cloud Pricing Models
The use of Public Clouds such as AWS, Azure, and Google to host applications continues to grow. Understanding all the options to provide the correct level of service for a reasonable cost can be tricky.
In this example, Rob worked with the product and services teams to develop a model for estimating hosting costs using Microsoft Azure. He worked with industry advisors to continue to optimize hosting efficiencies and reduce the costs within Azure.
Licensing and Part Numbers
It doesn’t stop at pricing! Determining how licenses are granted (users, servers, sites) and how customers access added functionality is also very important.
In this example, Rob and his team managed a product portfolio of over 2000 license numbers. He reviewed (list, target, floor) pricing and worked with the product teams to ensure selected new features were licensed appropriately.
