Jeff Erramouspe, President of Manticore Technology  , and was recently quoted in a DemandGen Report article on the trends around the average selling price of marketing automation solutions and the possible impact for the future of the market.  Following is the complete interview: DemandGen Report:   We have heard a lot of volatility and competitive pressure in terms of pricing in the marketing automation space. What’s driving the change/pricing pressure? Jeff Erramouspe: We have seen selling prices drop over the past six months, particularly at the lower end of the market.  MORE >>

What’s the best way to price your product or service for business to business (B2B) marketing? This is one of the most common questions B2B marketers have, and pricing your product or service wrong can be a disaster. Pricing must take into consideration customer demand, price sensitivity and elasticity, the competition, and market conditions. Customers will be more sensitive to prices if they know there are substitutes or if they think your product lacks differentiation.  Cost-Basis Pricing. Value-Basis Pricing. Some Pricing Issues. MORE >>

In fact, many members tell us that customers want to engage with us only when they’re ready to talk about one thing—price—with many more opportunities going out to bid. And Landmine #2: Reps are ill equipped to disrupt the customer’s internal decision making process—instead they’re too reactive or product-oriented, leading to cost-focused conversations. This hinders our ability to clearly differentiate ourselves from our competition, leading to the price-focused conversations we strive to avoid. Think about that for a moment. Customers MORE >>

Pricing. After all the excitement of attracting a potential new customer, pricing seems like such a killjoy. But pricing is just as important a concept to communicate as the features of your product or the benefits of your service. But when is the right time to talk about pricing, and what's the right way to go about it? How to Talk About Pricing Without Scaring People Off. And in the right context, pricing materials can be as engaging as your ebooks and blogs. Should You Put Pricing on Your Website? Pricing Page Best Practices. Politics. MORE >>

Over 2/3rds of B2B buyers indicate that immediate purchase price dominates their buying decisions 60% or more of the time. The research revealed that price dominated in 64% of purchases, delivering great news for price leaders - those focusing on initial pricing advantages versus higher priced / often more feature-rich solutions. And these pricing discussions need to be proactive. The good news in the survey results was that although initial purchase price dominates, consideration was given to lifecycle ownership costs / total cost of ownership (TCO). MORE >>