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Morgan Joel

AMA: Intuit Head of Product Marketing, QuickBooks Live, Morgan Joel on Pricing and Packaging

June 25 @ 10:00AM PST
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Intuit Head of Product Marketing, QuickBooks Live, Morgan Joel on Pricing and Packaging
We will email you Morgan's answers to these questions after the event in case you can't make it.
Questions must be topic related and not promotional. (250 character limit)
Top Questions
What are good ways to get buy-in from your sales team on a proposed new pricing model? Alternatively, how does feedback from your sales reps on the pricing model impact your future pricing / packaging changes?
How do you make an internal business case for product marketing to own pricing?
How do you think about which features to make enterprise only?
Why is Usage Based Pricing (UBP) so popular these days? Should I change my product's pricing to UBP?
My VP Sales thinks that increasing pricing is not possible and any increase will lessen her ability to hit her number. How should we think about changing pricing?
My company wants to go upmarket and increase the average sale price of its products. How do we do this?
What potential risks or pitfalls does one need to know before starting a pricing overhaul?
Does the design of a site or app affect how much people are willing to pay for a product?
What is the best approach for rolling out pricing and packaging changes? Especially increases in pricing or restrictions to features without angering customers?
What are some best practices when implementing a price increase rollout?
How do you approach competitive intel for pricing?
When deciding whether or not to launch a self-serve monetization channel, what factors should I consider?
How do you plan for and adjust pricing/packaging when product teams deploy weekly/monthly?
What have you seen work best for how to create messaging behind the reason for price increase? Is it features? Is it the underlying value? Other?
How would you address the (often) #1 customer objection which is "Your prices are too high!"
When re-pricing what all one must consider in order to stay competitive in the market ?
How can Product Marketing best influence pricing when owned by a function other than PM? For example, Strategy or Bids/Tender Rev Ops team
In the industry I work in (B2B healthtech) almost all contracts go out to public tender, and sales cycles are extremely long. I'd like to be more involved in pricing, but at the moment I don't even have visibility of contracts that are negotiated/pricing, only overall value of deals. The decisions around pricing are all decided during that Bids/Tender application process, through a combination of C-suite /Strategy/Rev Ops. I am responsible for competitive positioning, and our entire GTM approach centres around the 'more for more' position, but I just have nothing to do with actually setting pricing.
What are all the key considerations while pricing a product per region/sub region in general?
Verses negotiating special pricing with sales agreements to specific partners or advertizing campaigns. How can we make sure the global optimal reach of the product to the maximum clients possible? where there could be some compromizes in pricing for achieving longer sales life/continuum of the product.
We currently offer a suite of SaaS applications that are priced and packaged separately. What are some of the best practices to pivot towards a "business platform" based model as opposed to the current "business applications" based model?
How would you package a set of features from different products that when used together, provide new value to a specific persona?
Today all our packaging is solution-based, or bundles, and we help multiple personas in each solution. this is the first time we want to package something for a persona using multiple products/features