Tim Matanovich

Tim Matanovich is president of Value and Pricing Partners (VPP), a TSIA Consulting Alliance Partner and winner of the 2012 Recognized Innovator Award for Excellence in Consulting. VPP specializes in technology pricing where services are an important part of the value prop.

Recent Posts

Pricing Segmentation Best Practices for XaaS

Posted by Tim Matanovich on 8/16/16 6:30 AM

The unique inventions and service offerings of entrepreneurs can captivate us, yet even the most innovative solutions and services can struggle when managers fail to set prices that simultaneously attract customers and produce profit. Though pricing is a complex concern for businesses in all industries, it is a particular point of confusion in XaaS industries, where "anything as a service" requires pricing versatility that cannot be achieved with more traditional price structures.

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Topics: pricing, x-as-a-service (XaaS), cloud, services pricing, subscription-based offers

The Vital Pricing Role of Sales Management

Posted by Tim Matanovich on 6/6/14 1:02 PM

 

Sales managers have a full plate, no doubt. Their role is vital. They manage the human resources that connect all of our businesses to our customers. This article discusses the role of those managers as they specifically relate to the pricing process.

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Topics: professional services, services pricing, sales

Book Excerpt: Profitable Technology Services Pricing

Posted by Tim Matanovich on 2/26/14 9:44 AM

At some point in the distant past, a manager inside a software company made an absolutely brilliant decision. The name of the individual is lost to history, but the brilliance cannot be denied. It was simple really, and necessary. When we install our software onto the company’s hardware, he reasoned, the software will work perfectly. From there, it’s all downhill. Over time, the company will change their requirements. They will upgrade their hardware and expect our software to continue working. They will want our software to talk to other software. They will change processes, and new best practices will emerge. The user base will evolve. Each of these changes will decrease the usefulness of our software to the customer.

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Topics: pricing, x-as-a-service (XaaS), cloud, operating models

Seven Deadly Sins of Services Pricing

Posted by Tim Matanovich on 7/12/13 7:37 AM

In working with tech companies and talking to service leaders, seven common pricing shortcomings emerge again and again. These pricing sins cost companies revenues and margins, lengthen sales cycles, and annoy both sales directors and customers. These sins occur in both essential and value-added services, whether revenues are recurring or not, and have both strategic and executional impacts.  

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Topics: service level agreement (SLA), professional services, value-added services, services pricing

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