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.