O slideshow foi denunciado.
Utilizamos seu perfil e dados de atividades no LinkedIn para personalizar e exibir anúncios mais relevantes. Altere suas preferências de anúncios quando desejar.

Growth strategies and product pricing

1.646 visualizações

Publicada em

On Growth Strategy
What’s your ‘Big Question’?
Start with the industry analysis (Porter’s Five Forces Model)
Product, Pricing, and Market fit
Clear positioning is the imperative
Erect entry and imitation barriers
Look at the entire value chain
Look at non-customers
Look at extreme users
On pricing
Become a marketplace
Explore levers of pricing

Publicada em: Negócios
  • Entre para ver os comentários

Growth strategies and product pricing

  1. 1. Growth strategies and Product pricing Dr. Pavan Soni Innovation Evangelist and Founder Inflexion Point Consulting Innovation.evangelist@gmail.com www.pavansoni.com
  2. 2. Presentation overview • Strategic choices • Segmentation, Targeting, and Positioning • Entry and imitation barriers • Pricing choices
  3. 3. The big question 6/30/2017 Pavan Soni | www.PavanSoni.com | 3
  4. 4. Do they all make the same profits? 4
  5. 5. Your pricing is subjected to where to are positioned!
  6. 6. How do these brands differentiate?
  7. 7. Product strategy Product features Product- market fit Pricing and Value 6/30/2017 Pavan Soni | www.PavanSoni.com | 7  Segmentation  Targeting  Positioning  Cost  Price  Value  Revenue models  Pricing strategies  Specs
  8. 8. Sources of value, pricing and costs Chose where you derive your value from and the cost and pricing targets
  9. 9. Competitive Positioning: Why you can’t be everything? Source: Porter (1980)
  10. 10. The playing field 2 1 3 4 10 ENTRY BARRIER EXIT BARRIER HIGH LOW HIGH LOW  Property rights (patents, trademarks, etc.)  Being a moving target  Saturating the niche  Economies of scale and scope  Capturing opportunities  Branding
  11. 11. Discovery- The problem or the opportunity www.PavanSoni.com 11 Pre-purchase Purchase Usage Repurchase Value for money Risk reduction Convenience
  12. 12. Maruti Suzuki value chain 6/30/2017 Pavan Soni | www.PavanSoni.com | 12
  13. 13. Discovery: Look at the non-customers 13 Soon to be non- customers Refusing non-customers Unexplored non- customers
  14. 14. Discovery: Designing for the ‘extreme users’ 14 Denmark based Arla Foods develops milk products for NASA Movies with sub-titles were meant for hearing impaired Volvo buses were designed to get wheelchairs inside
  15. 15. Advent of two sided markets 15 Positive externality Negative externality Buyers Sellers Free Paid Free Paid Free Free Paid Paid
  16. 16. What pricing model suits you the best? 16 1. Subscriptions 2. Usage 3. Asset Sale 4. Leasing 5. Licensing 6. Advertising 7. Broker 8. Freemium 9. Affiliate 10. Razor Blade 11. Open Source 12. Surge pricing 13. Predatory 14. Per Module
  17. 17. Key takeaways • On Growth Strategy • What’s your ‘Big Question’? • Start with the industry analysis (Porter’s Five Forces Model) • Product, Pricing, and Market fit • Clear positioning is the imperative • Erect entry and imitation barriers • Look at the entire value chain • Look at non-customers • Look at extreme users • On pricing • Become a marketplace • Explore levers of pricing 17

×