October 21, 2010
We here at Dovetail have debated the impact of pricing on the decision making process for years. Recently, due to the current recession, some customers have deferred any decisions awaiting better times. Denis Pombriant addressed the impact of pricing on the purchase decision in a recent blog post titled The Subscription Economy. In it, he suggests that companies whose products aren’t being purchased might not be meeting the biggest feature need of the prospect – payment terms. He goes on to say that during these tough economic times, “finding creative ways to finance a buy may make all the difference.” Budgetary constraints have certainly contributed to the popularity of on-demand pricing models, or pay as you go. But many companies, while looking for ways to reduce their up-front investment, aren’t ready to move their data outside of their four walls.…
Impact of Pricing on the Purchase Decision
October 21, 2010
We here at Dovetail have debated the impact of pricing on the decision making process for years. Recently, due to the current recession, some customers have deferred any decisions awaiting better times. Denis Pombriant addressed the impact of pricing on the purchase decision in a recent blog post titled The Subscription Economy. In it, he suggests that companies whose products aren’t being purchased might not be meeting the biggest feature need of the prospect – payment terms. He goes on to say that during these tough economic times, “finding creative ways to finance a buy may make all the difference.” Budgetary constraints have certainly contributed to the popularity of on-demand pricing models, or pay as you go. But many companies, while looking for ways to reduce their up-front investment, aren’t ready to move their data outside of their four walls.…