Software Economics. Pricing
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1 Software Economics Pricing
2 Profit, Revenues, Costs and Pricing Profit = Revenues Costs 2
3 Market (Sales) Estimation What is a market? Market refers to the group of consumers or organizations that is interested in the product, that has resources to purchase the product, and is permitted by law and other regulations to acquire the product. 3
4 Top Down Estimation From the total market to your market. Total Market How many units are being sold each year? How much turnover does this product have? How many cars are sold each year in the world? Look at industry analysts such as Gartner, Forrester. 4
5 Top Down Estimation From the total market to your market. Total Market Size of the market based on available such as How many family cars are sold How many cars are sold in a region Available Market 5
6 Top Down Estimation From the total market to your market. Total Market Available Market Who am I going to sell to in the years ahead? How many customers would that be? How many units would that be? Your sales/revenue estimate per year is what you think you can sell during a year. Target Market 6
7 Top Down Estimation Total Market Figure from 7
8 Bottom Up Estimation Start from the bottom 1. We have one restaurant in the first year. 2. We will sell for 300 per day and we will be open 7 days/ week 3. Sales for first year = 365 days * 300 =
9 Top or Bottom Approach Top Down Quick overview of the market Mistake: Assuming the market size to be 100 million, if we only get 1 %, that is 1 million. Why is this a mistake? Bottom Up Closer to our strategy to get the market shares Closer to your budget for marketing/sales Be careful of assumptions (base it on facts and data) Test for sensitivity 9
10 Profit, Revenues, Costs and Pricing Sales/Revenues = sold quantity * price 10
11 Fixed Pricing Strategies Cost Driven Pricing Setting the price at a level higher than the cost of producing the product or service (direct and indirect). Simple but ignores market influences and competitors 11
12 Types of Pricing Strategies? Value Driven Pricing Considering how much the customers are willing to pay for a product or service. Can be differentiated on basis of type of customer or size of customer. Kickboard (different prices depending on size of customer) 12
13 Types of Pricing Strategies? Competition Driven Pricing Price is determined by looking at what your competitors are charging for the same product or service. Same, slightly higher or slightly less? 13
14 Dynamic Pricing Strategies Negotiations Large Installations Yield Management airline seats (price changes depending on when you buy it) Real-Time Market Stock Markets Auctions - Ebay 14
15 New Product Pricing Strategies Prestige Pricing / Image Pricing: Prices set higher than normal as lower prices will not help sales (luxury products, Apple, Nike) Market Skimming Pricing: Setting a high price for to skim / get higher revenue fewer sales but better margins (night club that is in charges more in entrance fee and drinks) Market Penetration Pricing Set low price to get market shares more sales but less profit margin. 15
16 Software Pricing Strategies Salesforce From 16
17 Software Pricing Strategies From 17
18 Software Pricing Strategies From 18
19 Software Pricing Strategies From 19
20 Software Pricing Strategies From 20
21 Software Pricing Strategies Visual Website Optimizer From 21
22 Software Pricing Strategies From 22
23 Software Pricing Strategies From 23
24 Software Pricing Strategies From 24
25 Software Pricing Strategies From 25
26 Software Pricing Strategies From 26
27 Exercise How is your company getting paid for their value proposition? What is their pricing model? About 15 min. 27
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