PODCAST: A Sales Perspective On Software Pricing And The RFP Process


“When you’re charging for value, every pricing strategy has a philosophical underpinning that is never talked about. That philosophy should be built on market fairness.”

Chris Mele is the Managing Partner of Software Pricing Partners. In this week’s Art of Procurement podcast, he provides an outsider’s perspective on two topics that are important to procurement:

  1. How pricing works in the software industry: whether suppliers are being fair and how to negotiate when you feel like you’re examining a ‘black box,’ because the pricing is value-based rather than input cost-based
  2. What the typical RFP process looks like to sales reps. You won’t just hear Chris’ perspective on RFPs – he solicited input from other sales professionals as well.

Listen to the full podcast on the Art of Procurement.

About Author


PASA (Procurement and Supply Australasia) is the leading provider of information, education and networking opportunities to procurement professionals throughout Australia and New Zealand. PASA supports the largest community of engaged procurement stakeholders in the region, through its renowned series of events, publications, training, awards and PASA CONNECT membership network. PASA is a trading name of BTTB Marketing Pty Ltd. BTTB Marketing has operated under the BTTB, CIPSA Conferences and PASA names for over twenty years. https://procurementandsupply.com/

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