ALIGN GOALS - STRATEGIC CHOICE CASCADE ● The strategic choice cascade for pricing is a powerful framework for pricing governance ● Alignment with overall strategic goals ● Pricing goals Winning Aspirations ● It is adapted from Roger Martin’s ● Pricing Metrics and Targets Strategic Choice Cascade Adapted from Roger Martin’s ● Market Segments ● Target Segments Where to Play Strategic Choice Cascade ● Revenue and Monetization Model Inform ● Value Model and Metrics Constrain ● Pricing Model and Metrics How to Win ● Go to Market Strategy ● Metric Specific Tactics (ARR, MRR, NDR, LTV, V2C, VR, GtN) ● People Acronyms ● Data ● ARR Annual Recurring Revenue Capabilities ● Systems ● MRR Monthly Recurring Revenue ● Connections ● NDR Net Dollar Retention ● LTV Lifetime Value of Customer ● V2C Value to Customer ● Pricing Management ● VR Value Ratio (LTV / V2C) ● Value Management ● GtN Gross to Net ● CRM Systems ● CRM Customer Relationship Management ● CPQ ● CPQ Configure Price Quote ● Analysis ● Artificial Intelligence PeakSpan Master Class I Ibbaka © 2023 14