Value Pricing Technology: A dialogue
Ed Kless - 11/24/2006
Recently, Doug Deane, a long-time and outstanding Sage Software partner and I had an excellent dialogue via email on the subject of value pricing. Doug was kind enough to agree to allow me to create the following document of the exchange in the hopes it will assist anyone struggling with value pricing in the software implementation industry.
Instead of just publishing the emails, I arranged it to read like a Socratic dialogue.
Doug expresses many of the perceived challenges of moving to value pricing in the technology industry.
Enjoy!
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