The Pricing Exchange Podcast #2 featuring Mark Daffron

Excited to share episode 2 of "The Pricing Exchange" podcast featuring Mark Daffron - a pricing practitioner who has built and owned 7 different pricing organizations across the B2B landscape.

What makes this conversation unique? Mark isn't a consultant theorizing about best practices, an analyst studying from the outside, or an academic teaching concepts. He's a hands-on leader who has personally built and owned pricing functions across virtually every B2B pricing model: product pricing, wholesale/distribution, software (SaaS and on-premise), actuarial, and revenue yield management.

Some fascinating insights from our conversation:

• Why Mark says making money fast with pricing Centers of Excellence is "phenomenally easy"

• The surprising story of "how I almost got fired while increasing profits 20%"

• How good pricing is like a healthy diet while raising prices is just "dessert" that's rarely ordered

• Why some clients would rather have their prices double if it guarantees budget accuracy

• The real triggering points that signal when a company needs a dedicated pricing team

• How pricing delivers tremendous value yet rarely gets acknowledgment for the benefits it produces

If you're wrestling with building pricing capabilities in your organization, Mark shares battle-tested approaches from someone who's had to deliver results, not just recommendations. His insights come with the credibility of having personally succeeded (and sometimes failed) in establishing pricing governance, methods, and infrastructure that actually work in the real world.

I particularly appreciated Mark's perspective that "discipline and good old-fashioned common sense win the day" and that "small wins trump grand plans" when building effective pricing functions.

#ProfessionalServices #Pricing #ValueCreation #B2B #PricingStrategyExecution

Views expressed are my own personal opinions and do not represent those of any current or former employer.