"All Hands on Deck" - Pricing and Selling B2B Software in a Downturn

Without a doubt, client needs and short-term objectives have undergone a tectonic shift in 2020, creating a high uncertainty around best pricing practices for B2B software firms. While many software firms may be in survival mode using aggressive price reductions, others may be better positioned to ride the downturn wave using revised strategies and playbooks that seek to drive continued and monetizable value for clients throughout 2020 and beyond.

On April 30, 2020, I'll be co-hosting a webinar with the International Software Product Management Association ( that focuses on best practice software pricing & offer design approaches in a downturn, as well as an "all hands on deck" approach to quickly re-engineer product strategy, supporting services, and the sales playbook to deliver a co-ordinated company effort to better address changing client needs, objectives, and perceptions within the new market environment.

What Attendees will Learn:

  • Introduction to The Software Pricing Framework as an approach for pricing and offer re-design

  • Top 10 B2B software tactics in a downturn: “What needs to change… and quickly…”

Webinar Details:

Topic: "Pricing and Selling B2B Software in a Downturn"

When: Thursday April 30, 2020

Time: 11:00AM - 11:45 EST / 17:00 - 17:45 CEST


Please join us for this interesting and informative discussion highlighting a summary of tactics your teams can explore as we all navigate the impact of COVID-19. Stay safe and hope all are, and remain, in good health!


Scott is Founder of Miller-Advisors Inc, a software strategy and marketing consultancy with a specialty in pricing and offer design. Over the past 20 years, Scott has held various roles as head of global pricing with $10B technology companies as well as conducting over 100+ pricing initiatives as a senior consultant. Scott is also a Fellow Member of ISPMA, CPA, CMA, a published author, and speaker on best-in-class pricing practices. 

70 views0 comments