CFO-CENTRIC

Professional Development
for Finance Leaders

THE
ROLE OF FINANCE
IN PRICING
LEARN. GROW.
ENGAGE.

By: Paul Barnhurst

 The Role of Finance in Pricing
By: Paul Barnhurst
---------------------------------
What I find scary is how
few organizations take
time to develop well-
thought-out pricing
strategies. A study I
read by Chargebee on
price found that
companies spend more
time every year focusing on janitorial
services than on pricing.
The study also found that companies that
had continuous pricing approaches grew
much faster than those who treated pricing
as a hygiene
exercise.
Furthermore,
the study found
that SaaS
companies that
have a pricing
strategy that is reviewed regularly have 6
times the Long Term Value/Customer
Acquisition Cost versus those who do not
manage product price but just set it and
forget it.
In the article Paul provides details to these
four key components of an effective pricing
strategy:
1. Pricing Leader
2. Pricing
 3. Customer Data
4. Product Margins
As Paul became
more involved
in pricing, he
took on the
responsibility
of approving
price discounts and was added to the team
approving new product pricing. The
valuable lessons he learned about value
proposition pricing he uses frequently in his
current practice.
Paul closes out the article with 5 valuable
pricing lessons he learned during the years
he was deeply involved in pricng.
Paul’s full article contains examples and
valuable take-aways on how finance can
create value being on the pricing team.
Learn his insights on pricing here:
The Role of Finance in Pricing
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