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Chris Mills

AMA: SalesLoft Former VP Product Marketing, Chris Mills on Pricing and Packaging

April 9 @ 10:00AM PST
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SalesLoft Former VP Product Marketing, Chris Mills on Pricing and Packaging
Top Questions
I would love to take classes on pricing and strategy. Any recommendations? These can be multi-week long classes as well as day long seminars. I am senior product marketing professional looking to strengthen my skill set.
Chris Mills
Chris Mills
Wrike Vice President Product Marketing / GTM • April 8
The Professional Pricing Society (PPS) offers courses and a formal certifcation program - Certified Pricing Professional (CPP).   https://pricingsociety.com/pages/cpp Their course offerings include topics like:   * Core Pricing Skills  * Best Practices in Pricing Analytics  * Value Based ......Read More
1180 Views
1 request
What have been your key learnings from any "Pricing/Re-pricing launch" that you have led/seen within your company?
Please share your experiences from successful efforts and also the launches that didn't go well. Any tools/templates that worked for your teams?
Chris Mills
Chris Mills
Wrike Vice President Product Marketing / GTM • April 9
Pricing & packaging changes have big impacts across the organization - sales, marketing, product, customer success, renewal, sales/revenue ops, systems, etc. You need to make sure you have strong executive alignment from the C-suite on problems that you are solving for and process to research and......Read More
1266 Views
1 request
How do you roll out pricing and packaging for a new product launch?
Chris Mills
Chris Mills
Wrike Vice President Product Marketing / GTM • April 8
I've answered some of this in previous questions, but here are some thoughts... 1) Understand your buyers needs, budgeting/buying process, problem you are solving for them (and/or their users) and the relative value of solving that problem 2) Look at competitive solutions or alternatives to s......Read More
1570 Views
1 request
What are some strategies that you've used to share messaging guides internally and ensure commercial team alignment?
Chris Mills
Chris Mills
Wrike Vice President Product Marketing / GTM • April 9
Generally, product marketing creates messaging guides for new products, features, pricing, campaigns, company positioning, etc. While develop the messaging guide, we typically solicity input from other teams and individuals including product management and other marketers like communications/bran......Read More
1097 Views
1 request
I'm looking at a potential pricing + packaging re-vamp. I've identified the problems + opportunities and would love insight in thinking about whether to run in-house or hire a consultant. If a consultant, whom else have people worked with aside from ProfitWell and Simon Kucher? Ideally want to learn along with the project
Chris Mills
Chris Mills
Wrike Vice President Product Marketing / GTM • April 9
I've done pricing & packaging projects both in-house with the support of external consulting help. If you or others in your org have never done a big pricing & packaging project before it might be worthwhile to bring in external help. I've worked with Simon Kucher in the past and they have a ton ......Read More
1000 Views
1 request
What are the aspects of operationalizing a Go-To-Market plan that might prove to be most risky?
Chris Mills
Chris Mills
Wrike Vice President Product Marketing / GTM • April 8
I'll answer this from the aspect of a GTM plan for pricing and packaging changes. The top 3 areas to identify and mitigate risk around include: 1) RISK: Did you get the Price/Packaging right?   * Does the price and what's included in the packaging resonate with the buyer?  * Is the price po......Read More
2124 Views
2 requests
Pricing is tough. My questions are 1. How do you know that you have the right price/package structure pre-launch. 2. And how do you know that the price/packaging is still the best post launch.
Chris Mills
Chris Mills
Wrike Vice President Product Marketing / GTM • April 8
1). Pricing & packaging is a complex topic that typically involves coordination between many internal constiutents and teams including Sales, Customer Success, Product, Finance, Deal Desk, Marketing, etc. It's important to make sure that you have alignment between these teams as you embark on any......Read More
1859 Views
3 requests
What is your take about PMM's role on Pricing Page strategies?
Chris Mills
Chris Mills
Wrike Vice President Product Marketing / GTM • April 8
In different organziations, Pricing is owned by different orgs. Sometimes Product owns it, sometimes Strategy or Finance, sometimes Marketing and specifically Product Marketing. No matter which team 'owns' Pricing it's almost always a collaborative process to determine Pricing and Pricing Strateg......Read More
1876 Views
2 requests
We're rolling out a new pricing model. How do you drive adoption from your existing customers when pricing variables change?
Chris Mills
Chris Mills
Wrike Vice President Product Marketing / GTM • April 9
This is one of the more complex areas of rolling out a new pricing model. It's important to make sure that you understand the impact of any of the pricing changes to existing customers. Are you changing any capabilities that are available to them? Are you giving them more? Generally, you shouldn'......Read More
1044 Views
1 request
How do you think about pricing and packaging as it relates to competitive positioning?
Chris Mills
Chris Mills
Wrike Vice President Product Marketing / GTM • April 9
It depends on the competitive dynamics in your market. Are you the market leader or a new emerging alternative? What are the important buying factors in your market and with your buyers? Is price a primary buying consideration (hint: it often is not unless you make it that way)? It's always impor......Read More
1194 Views
1 request