2 Data Center Pricing Problems
That Could Get You Fired
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Here are two of the most unforgivable data center pricing mistakes which could get you canned, resourced, shown the door, or just plain fired:
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Mark BurdonSenior ContributorSP Home Run Inc.
1. Pricing Based on Cost Plus Margin
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Mark BurdonSenior ContributorSP Home Run Inc.
Failing to consider factors like your local or strategic competitors, your unique differentiators, and specific value added offerings which sets you apart,
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Mark BurdonSenior ContributorSP Home Run Inc.
might just get a trap door opened under your chair
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Mark BurdonSenior ContributorSP Home Run Inc.
By pricing just on cost plus an arbitrary margin, you might be pricing yourself out of your target market, or you might be leaving money on the table
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Mark BurdonSenior ContributorSP Home Run Inc.
You might be too early in your company’s lifecycle to be demanding industry standard margins, or you might have expertise and value adds which should command higher prices
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Mark BurdonSenior ContributorSP Home Run Inc.
2. Don’t Make Your Pricing Too Accessible
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Mark BurdonSenior ContributorSP Home Run Inc.
Many companies who openly advertise their pricing on their website are appeasing tire kickers and bargain hunters,
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Mark BurdonSenior ContributorSP Home Run Inc.
but losing out on clients who are looking for value-based services, flexible pricing structures, and bundled offerings
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Mark BurdonSenior ContributorSP Home Run Inc.
If you have a “loss leader” service like web hosting which caters to a certain part of your market and you want to price openly on part of your website, by all means, go ahead and do so
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Mark BurdonSenior ContributorSP Home Run Inc.
For your strategic managed services, have customers call you for pricing which is tailored to their unique requirements
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Mark BurdonSenior ContributorSP Home Run Inc.
Offer service configuration forms on your website, or “Call Back” or text chat on your website for prospects to interact with your company
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Mark BurdonSenior ContributorSP Home Run Inc.
If you are selling a product, it makes sense to advertise your prices
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Mark BurdonSenior ContributorSP Home Run Inc.
If you make it too easy for your company to be “column fodder” on a shopping list, you will miss out on clients who prefer to negotiate pricing instead of choosing it from a menu
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Mark BurdonSenior ContributorSP Home Run Inc.
Invite your customers to tell you more about their unique business requirements, and have the freedom to price your product according to factors such as:
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Mark BurdonSenior ContributorSP Home Run Inc.
• Length of the contract
• Set-up fees
• Bandwidth usage
• Fail over and redundancy
• Level of security
• Amount of storage/users/mirroring locations required
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Mark BurdonSenior ContributorSP Home Run Inc.
Keep your cards close to your vest on pricing and get invited into the sorts of conversations you want to have for data center services
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Mark BurdonSenior ContributorSP Home Run Inc.
What other data center pricing problems have you encountered?
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Mark BurdonSenior ContributorSP Home Run Inc.
Please share your thoughts in the section for Comments below
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Mark BurdonSenior ContributorSP Home Run Inc.
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