Insights and a knowledge base for pricing, deal desk, and commercial strategy.
A look at how SaaS companies are shifting away from flat subscription tiers toward consumption-based billing. The piece argues this shift better aligns price with delivered value, but warns it makes revenue forecasting harder. Several case studies from mid-market SaaS firms are cited.
McKinsey examines why some large firms are re-diversifying after a decade of focus orthodoxy. The analysis points to supply chain resilience and cross-selling as key drivers. It closes with a framework for when diversification actually creates value versus destroys it.
Gong data team breaks down common friction points in enterprise discount approval chains. The most common bottleneck: legal review triggered by non-standard terms rather than discount size itself. Includes a short checklist for streamlining approval workflows.
A breakdown of the shifting economics behind regional sports network contracts as cord-cutting accelerates. Teams are increasingly negotiating direct-to-consumer streaming clauses into new deals. The piece profiles two leagues currently renegotiating multi-year agreements.
This episode features a conversation with a scale-up COO on maintaining decision speed as headcount triples. The guest describes replacing management layers with clearer decision rights instead. A recurring theme: documentation over hierarchy.
This video walks through where machine-learning pricing tools deliver measurable lift versus where the gains are overstated. Retail and airline case studies are used to illustrate diminishing returns past a certain optimization threshold. Ends with a practical adoption checklist.
This episode explores decision paralysis among senior executives during periods of economic uncertainty. The guest, a former Fortune 500 CFO, describes a framework for making faster calls with incomplete data. A recurring theme is the cost of indecision versus the cost of being wrong.
A comparison of how airline revenue management systems differ from retail dynamic pricing engines. The video breaks down why airline models tolerate more volatility while retail requires price stability for trust. Ends with lessons retail pricing teams can borrow from aviation.
RevOps Co-op quantifies how much revenue is lost annually to slow manual quote approval chains. The piece draws on survey data from over 200 B2B sales organizations. It recommends a tiered approval matrix based on discount size and deal complexity.
A breakdown of how stadium naming rights valuations have shifted over the past decade. The analysis covers typical deal lengths, escalator clauses, and what happens when a sponsor exits early. Several recent deals are used as case studies.
This episode analyzes thousands of recorded sales calls to identify patterns among top-performing negotiators. Key findings include how often top performers ask questions versus make statements. The hosts also discuss common phrases that correlate with lost deals.
BCG examines a common pattern where digital transformation initiatives show early wins but lose momentum after twelve months. The research points to unclear ownership and shifting executive sponsorship as the leading causes. Includes a checklist for sustaining momentum past the initial phase.