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.
2 Answers
In a lot of B2B (esp enterprise segment) companies, pricing sits with Strategy or RevOps, esp when the deals are huge and tied to public tenders. So PMM ends up owning th...
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Intuit Fmr Head of Product Marketing, QuickBooks Live • 1y
Product Marketing can have a significant impact on the pricing strategy, even when it's not owned by them or their Product counterparts. First and foremost, building stro...
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