Jeet Mukherjee is the Chief Strategy Officer at Holden Advisors. He is responsible for designing and executing the strategic vision for the company. His role includes developing intellectual property, new product offerings, and key partnerships for scalable growth and innovation across the business.

In this episode, Jeet delves into the nuanced strategies behind pricing power, featuring real-world examples, including iPhone and Intel's successful utilization of pricing power.

 

Why you have to check out today’s podcast:

• Discover the transformative power of value-based pricing gaining a profound understanding of its essence and significance
• Find out why many fail in selling from a value-based perspective and how you can break free from the conventional approaches that limit your pricing potential
• Uncover the nuances of driving pricing power, recognizing the pivotal role of context and the imperative need for precise segmentation

 

"As pricers, we need to have more confidence in our calculation of differential value in what we do to come up with our prices. And we should not be afraid to test and experiment, and change, and see, and track the difference in volumes we get and make adjustments. It's okay."

- Jeet Mukherjee

 

Topics Covered:

01:33 - Blessed to have worked with two pricing gurus and all praises to Tom Nagle

02:36 - Defining value-based pricing

03:30 - Describing his journey into pricing and what made him love it

06:38 - Why most don't sell from a value-based perspective

08:48 - Pricing as a much bigger topic many struggle with

11:59 - Understanding pricing power

19:38 - What you can use to drive pricing power, having the right context to understand who's got proper pricing power, and the need for precise segmentation

23:20 - Intel doing a great job in a push-pull marketing and building more brand equity

26:16 - Zappos nailing it in customer service

27:47 - Discussing price sensitivity in relation to pricing power [iPhone versus Samsung]

30:13 - Jeet's best pricing advice

 

Key Takeaways:

"I think we're changing the aperture and we're going through this process of pricing power to define it and understand it, because we're looking at it from more of a continuum." - Jeet Mukherjee

"Pricing has to be looked at as dynamic value drivers over time." - Jeet Mukherjee

"...you have to have that context to understand better who's got the pricing power by being more precise on the segmentation, as well as being very precise on the region that you're going to have a little bit of an anomaly." - Jeet Mukherjee

 

People/Resources Mentioned:

• Tom Nagle: https://www.linkedin.com/in/thomas-tom-nagle-2bb2288/
• Reed Holden: https://www.linkedin.com/in/reed-holden-913ab69/
• Ingram Micro: https://www.ingrammicro.com/
• HP: https://www.hp.com/ph-en/home.html
• Dell: https://www.dell.com/en-us
• Microsoft: https://www.microsoft.com/
• Intel: https://www.intel.com/content/www/us/en/homepage.html
• Zappos: https://www.zappos.com
• Amazon: https://www.amazon.com/

 

Connect with Jeet Mukherjee:

• LinkedIn: https://www.linkedin.com/in/jeet-mukherjee-58462a1/
• Email: [email protected]

 

Connect with Mark Stiving:

• LinkedIn: https://www.linkedin.com/in/stiving/
• Email: [email protected]