A Smart Bear: On Pricing

Many startups fail despite identifying a real problem and building a product that solves that problem. This explains why, so you can avoid their fate. —April 2023 | 6,800 words.

You can charge much more than you think, if you reposition your value-proposition. Here’s how. —June 2018 | 700 words.

Dozens of founders have used this technique to transform the cash-flow of their businesses. Now it’s your turn. —July 2024 | 2,500 words.

This fresh take on “Willingness-to-Pay” analyzes three types of customer motivation, leading to superior strategies for growth that also better the world. —May 2023 | 4,000 words.

The difference between “low prices” as a race to the bottom or as a success story (like Amazon, Costco, IKEA, Vanguard) is in leveraging intentional weaknesses. —April 2025 | 2,600 words.

Pricing is inextricably linked to brand, product, and purchasing decisions. It cannot be “figured out later,” because it determines your business model today. —November 2014 | 1,200 words.

Discounting is the typical sales technique, but refusing to discount can lead to a much better business, even in the Enterprise. —March 2008 | 1,100 words.

Customers ask for ROI calculations to justify purchasing your software, but it still doesn’t convince them. Here’s what to do instead. —October 2012 | 600 words.