Ep. 166: How Customer Segmentation Leads To Better B2B Pricing Strategies

Effective pricing is a powerful growth lever that shouldn’t be overlooked, especially during economic uncertainty. In today’s competitive B2B landscape, business must segment their customer base to develop pricing strategies that reflect true value and maximize revenue potential. How can B2B SaaS companies get better at developing the right pricing strategies to stay competitive? That’s why we’re talking to B2B SaaS expert Dan Balcauski (Principal Consultant, Product Tranquility) about how customer segmentation directly influences B2B pricing strategies. During our conversation, Dan did a deep dive into the value cascade, which includes use value, exchange value, perceived value, and willingness to pay. He also highlighted the common pitfalls to avoid, elaborated on the importance of having a defined pricing owner and process, and discussed why continuously refining pricing strategies is paramount for success.