Host Neeta Bidwai explores the critical relationship between positioning and pricing in driving revenue growth and customer value. Positioning is explained as not just a marketing tactic but a foundational business choice that helps define a company's value proposition, aiding in product prioritization, messaging, and ultimately influencing profitability. 

In this episode of Good Revenue, we cover:

- How to accurately assessing value, understanding customer trade-offs, and making informed strategic decisions.

- The pitfalls of poor positioning, such as misalignment across product, marketing, and sales teams.

- A six-step framework for implementing effective positioning and pricing strategies that align with business goals and market opportunities.

- Why effective positioning and pricing includes setting business priorities, developing hypotheses, conducting deep customer interviews, validating data through market research, and aligning the leadership team on a cohesive strategy.

- Insights into the benefits of ongoing customer research, effective communication of key messages, and creating customer-centric content.

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Where to find Neeta:

https://www.linkedin.com/in/neetabidwai/

Where to find Good Revenue:

https://goodrevenue.io/goodrevenue

https://www.youtube.com/channel/UCHrhuWbpYnUwrR75H2Ip4yQ

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Highlights:

00:22 The Importance of Positioning

01:35 Customer Research and Value Assessment

04:55 The Role of Pricing in Monetization

06:06 Integrating Positioning and Pricing

11:18 Framework for Effective Positioning

18:13 Launching and Optimizing Packages

21:06 Conclusion and Key Takeaways

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Sound by RPS: https://www.rps-audio.com/ 

Hosted on Acast. See acast.com/privacy for more information.

Host Neeta Bidwai discusses the challenges and inefficiencies in the B2B buyer journey, particularly the disconnect between sales, marketing, and customers. 

In this episode of Good Revenue, we cover:

- The evolving nature of the B2B buyer journey, with an increase in independent research by buyers.

- The inadequacies of traditional marketing tactics like MQL targets and lead gen without regard to quality.

- The decline in the effectiveness of sales teams due to buyers' preference for self-serve options and the prevalence of buyer indecision.

- Our findings from a meta analysis of research finds 83% of the buyer journey is entirely independent of vendors, while 80-90% of buyers work from a known quantity vendor list.

- Recommendations for improving the go-to-market strategy, including empowering marketing teams to sell at scale through brand building, customer research, and thoughtful content.

- The need for comprehensive changes in revenue organizations and product strategy to better align with the evolved buyer journey.

Rethinking traditional approaches and placing a greater focus on insight-driven marketing and customer education can lead to more sustainable revenue growth and customer satisfaction.

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Where to find Neeta:

https://www.linkedin.com/in/neetabidwai/ 

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Where to find Good Revenue:

https://www.goodrevenue.io/goodrevenue

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Highlights:

00:22 The Disconnect Between Marketing and Sales

03:18 The Evolution of the Buyer Journey

05:10 Data Insights on Buyer Behavior

08:04 Challenges in the Current Sales Process

14:21 The Need for a New Go-to-Market Strategy

17:39 Empowering Marketing Teams for Better Results

22:27 Conclusion and Final Thoughts

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Referenced:

Buyer journey meta-analysis data (Gartner, McKinsey, TrustRadius, G2, Bain, KornFerry): https://goodrevenue.io/buyerjourney

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Sound by RPS: https://www.rps-audio.com/ 

Hosted on Acast. See acast.com/privacy for more information.

Host Neeta Bidwai deep dives into the critical yet often overlooked aspect of business strategy: monetization. The episode explores how effective pricing and value discovery can transform a company’s profitability and even its positioning.

In this episode of Good Revenue, we cover:

- Why monetization is a revenue driver and a roadmap fixer, helping businesses build profitable strategies.

- Highlighting the benefits of pricing and packaging, including increased revenue, better positioning, and enhanced messaging.

- The critical difference between offers/features vs benefits vs value.

- Why you must validate value with real customers to ensure that the benefits offered align with what customers are willing to pay for.

- Customers define value, not companies. Therefore, it’s crucial to align offerings (and business models) with validated customer priorities.

- Strategies for validating customer insights through both qualitative interviews and quantitative market research as a way to eliminate bias and accurately gauge demand and the worth of solutions to customers vs just looking at historic pricing or competitors

- The importance of focusing on high-ROI customer segments and creating targeted bundles to maximize value delivery and profitability.

- Recommendations to integrate pricing objectives with overall business goals to achieve desired outcomes.

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Where to find Neeta:

https://www.linkedin.com/in/neetabidwai/

Where to find Good Revenue:

https://goodrevenue.io/goodrevenue

https://www.youtube.com/channel/UCHrhuWbpYnUwrR75H2Ip4yQ

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Highlights:

00:00 Introduction to Good Revenue

00:19 The Importance of Monetization

01:38 Understanding Customer Value

02:47 Effective Pricing Strategies

07:01 Validating Value Through Research

10:02 Building a Pricing Playbook

12:39 Key Takeaways and Best Practices

23:05 Timing and Implementation of Pricing Work

25:37 Conclusion and Call to Action

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Sound by RPS: https://www.rps-audio.com/ 

Hosted on Acast. See acast.com/privacy for more information.

Host Neeta Bidwai discusses the good revenue framework, emphasizing the importance of focusing on customers who understand the value of your services and contribute positively to the business.

The episode covers:

• Why good revenue is worth more than bad revenue.
• Good revenue is financially beneficial in the long run, driven by customers who understand and appreciate the value of the product, leading to low churn and high referrals.
• Bad revenue entails short-term gains with long-term costs due to high-maintenance customers and concessions that distract from core strategies.
• The paradigm shift in buyer behavior (backed by extensive amounts of data) necessitates a new approach to marketing that focuses on customer education and engagement early on.
• Integrated strategies across marketing, sales, and product development are crucial for driving good revenue and minimizing wasted resources and internal conflicts.
• The importance of tight positioning, understanding customer value perception, building a durable feedback loop within the organization, and involving legal and finance teams in the go-to-market strategy.
• How to optimize go-to-market strategies, leveraging customer insights, and making strategic decisions that favor long-term revenue growth over short-term gains.
• The crucial role of a collaborative approach across teams to meet business goals.
• Setting clear revenue strategies to avoid common pitfalls such as chasing unprofitable deals or misaligning with customer needs.

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Where to find Neeta:

https://www.linkedin.com/in/neetabidwai/

Where to find Good Revenue:

https://goodrevenue.io/goodrevenue

https://www.youtube.com/channel/UCHrhuWbpYnUwrR75H2Ip4yQ

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Highlights:

00:00 Introduction to Good Revenue

00:29 Defining Good and Bad Revenue

02:43 The Strategic Choice of Good Revenue

02:50 The Changing Buyer Journey

06:47 Marketing's Role in Good Revenue

14:58 Sales Strategies for Good Revenue

18:44 Product Development and Good Revenue

27:40 The Role of Legal and Finance in Go to Market

30:35 Conclusion and Final Thoughts

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Referenced:

Buyer journey meta-analysis data (Gartner, McKinsey, TrustRadius, G2, Bain, KornFerry): https://goodrevenue.io/buyerjourney

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Sound by RPS: https://www.rps-audio.com/ 

Hosted on Acast. See acast.com/privacy for more information.

Modern business culture is geared towards the immediate over everything else. But the companies and leaders who win do things differently. They see the bigger picture. They’re deeply connected to their customers instead of forcing solutions. They set aside ego and politics to strike a balance between immediacy and long term strategy. And their organizations and careers reap the rewards.

Join us for an exploration of these themes on Good Revenue, hosted by Neeta Bidwai.

Hosted on Acast. See acast.com/privacy for more information.