There's no doubt that, at the moment, there's a sense of uncertainty with regard to the economic environment.
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While not panicking, companies are beginning to tighten their purse strings and take a more conservative approach to how they deploy their resources.
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In short, price has taken a more central role in the considerations of B2B buyers.
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That's not to say that the sky is falling, or that there should be panic.
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We just need to be clear-eyed about the world we live in.
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Necessity is, and always has been, the mother of invention. And the way a product or service is priced can become the competitive advantage that sales teams need to win more deals.
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One way to accomplish this is by introducing Ramp Pricing.
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What is Ramp Pricing?
Ramp Pricing refers to a deal that includes multiple time-intervals. Generally, prices will "Ramp" from one interval to the next, whether absolute price or a decrease in discount.
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Including a "Pilot" period in the structure of an agreement is a type of "Ramp," but is generally a shorter period in which the customer has the opportunity to leave the agreement when the pilot period is complete.
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Though there's greater scrutiny over the way money is spent, buyers still need to buy. In order to allay some of their concerns, creating a pricing structure that takes future uncertainty into account will go a long way to push a deal across the finish line.