These are the slides I used for my product pricing session at ProductCamp Berlin, June 2010.

1. Best Practices in Product Pricing
by mark (at) agilician (dot) com
Pricing Models
Mendix - From enterprise to volume
Setting Prices
Wakoopa - Pricing the new tracking service
Price Lists and Tables
Usabilla - How to present the service plans?

2. Image/Prestige Pricing

3. Premium Pricing

4. Discount Pricing

5. Penetration Pricing

6. Complementary Pricing

7. Skim Pricing

8. com
x.
di
en
m

10. Parameter of pricing models
for software products
Formation of Structure of Assessment Price Price Dynamic pricing
price payment flow base discrimination bundling strategies
Price Single payment Number of 1st Degree Offer Penetration
determination pricing pricing
components Pure bundling
Cost-based Mixed bundling
Value-based Unbundling
Competition- Usage-
oriented 2nd Degree Product Follow-the-free
Recurring dependent
strategy
Degree of payments Quantity Software
interaction Transaction
Time Maintenance
Frequency Memory
Unilateral requirements Versioning Service/Support
Duration Time
Interactive ... 3rd Degree Degree of Skimming
Combination integration strategy
Usage- Person-related
independent Complementary
Region-related
Substitutive
Named user
Independent
Concurrent user
Multi- Price Level
Machine, Server dimensoinal
CPU Additive
Key performance
indicators Superadditive
... Subadditive

11. Best Practices in Product Pricing
Pricing Models
Mendix - From enterprise to volume
Setting Prices
Wakoopa - Pricing the new tracking service
Price Lists and Tables
Usabilla - How to present the service plans?

12. Find Signposts

13. Align with Customers’ Business

14. Consider The Channel
$10 = credit card
$50 = credit card and expense claim
$500 = company credit card
$1500 = purchase order and bill
$10000 = call for tender

15. Psychology: Perceived Value

16. Test and Iterate
Make an informed guess.
Try it out.
Change the price and try again.

17. m
co
g.
in
ck
tra
qd

18. QD Pricing
Low yearly fee
Avoids unusual upfront investment
Aligns with existing panel member incentives
Most costs project based
Only paid when customer makes revenue
Aligns with existing analyst daily rate

19. Best Practices in Product Pricing
Pricing Models
Mendix - From enterprise to volume
Setting Prices
Wakoopa - Pricing the new tracking service
Price Lists and Tables
Usabilla - How to present the service plans?

20. m
co
a.
ill
ab
us

21. f t
ra
D

22. f t
ra
D

23. l
na
Fi

26. Don’t Just Roll The Dice
http://downloads.businessofsoftware.org/dontjustrollthedice.pdf
The Changing Labyrinth of Software Pricing
http://delivery.acm.org/10.1145/1280000/1272531/p19-cusumano.pdf?
key1=1272531&key2=2761884811&coll=GUIDE&dl=&CFID=15151515&CFTO
KEN=6184618
Pricing Strategies of Software Vendors
http://www.springerlink.com/content/x83v32xt12qw7171/
40 Fantastic Pricing Tables for Your Inspiration
http://www.1stwebdesigner.com/inspiration/fantastic-pricing-tables-inspiration/

27. mark (at) agilician (dot) com