Pricing Guidance Workshop for Start-Ups and SMEs

Warren Buffet is quoted as once saying "The single most important decision in evaluating a business is pricing power." Pricing is at the heart of every business, and given its massive influence on the future success of a business, it warrants immediate attention at early sales stage.

It is often overlooked and undervalued in many businesses, both start-up and mature, leading to slim or no margins, missed sales targets and in quite a number of cases business failure. This is really not all that surprising as pricing as a topic is very complicated and not intuitive, and is often said to be more of an art than a science. In this workshop the attendee will really increase their knowledge of this critical area.

Workshop content:

• What should be your pricing strategy? Value based, positioning based on value and competition, fit to go to market strategy.
• How to define your pricing model? How to differentiate between various customers segments?
• What should be the on-boarding model? Freemium or not? Free trials, paid pilots, set up?
• How to support internal growth through the right model
• Price points, how to balance prices between various customers segments?
• How to allocate product features? Basic product, add-on, module
• How to manage pricing over time? Price increase, customer success and retention
• What pricing processes should be in place to maximise the price while minimising the risk of loosing the deal?
• Sales remunerations and escalations, price performance management, discounting
• How to present prices? Communications in each stage of the deal, effective pricing proposal

The workshop will be delivered by Sagy Gulianka, a leading pricing expert used by multinationals consulting with Tier 1 and 2 brands across multiple sectors at a global level and is a long-serving mentor at Microsoft's accelerator (https://www.microsoftaccelerator.com/tag/israel/), The Junction (http://thejunction.co.il/), and Nielsen Innovate Fund (http://nif.vc/) in Israel.

Sagy has extensive experience helping start-ups implement optimal pricing both for launch and while scaling to achieve the best chance of success. He has assisted hundreds of companies with a strong focus on Hi-tech, with their pricing challenges.