Laura Fay's guest appearances

Laura Fay

Customer Success Conversations Podcasts

Impact Pricing

CHRONIQUES CRIMINELLES

Kirk Bowman

Blair Enns

John Kelly

Patrick Campbell

Jeff Gardner

Bill Wilson

Jeff Robinson

Scott Miller

Paul Klein

David Newman

Wendy Johnson

Tim Williams

Ian McHenry

Paul Ferguson

Jason Noble

OwlTail

Le 6 août 2018, Laura Fay décide de partir pour un périple de 700km à travers la France. Direction un festival de musique dans les Landes. Personne ne la reverra vivante… Pourtant, Laura est une jeune femme sans histoires : elle a une famille aimante dont elle est très proche, elle vient d’acheter une maison en Ardèche, elle a des projets plein la tête avec son compagnon Virgile… Alors que lui est-il arrivé ? Disparition volontaire ? Suicide ? Enlèvement ? Sa famille remue ciel et terre pour tenter de la retrouver… En vain… Cinq mois plus tard, c’est son cadavre qui est découvert dans un fossé, au milieu de la forêt landaise… Quel drame s’est joué pendant ce dernier voyage ? La réponse dans ce podcast inédit de Chroniques Criminelles raconté par Jacques Pradel

Le 6 août 2018, Laura Fay décide de partir pour un périple de 700km à travers la France. Direction un festival de musique dans les Landes. Personne ne la reverra vivante… Pourtant, Laura est une jeune femme sans histoires : elle a une famille aimante dont elle est très proche, elle vient d’acheter une maison en Ardèche, elle a des projets plein la tête avec son compagnon Virgile… Alors que lui est-il arrivé ? Disparition volontaire ? Suicide ? Enlèvement ? Sa famille remue ciel et terre pour tenter de la retrouver… En vain… Cinq mois plus tard, c’est son cadavre qui est découvert dans un fossé, au milieu de la forêt landaise… Quel drame s’est joué pendant ce dernier voyage ? La réponse dans ce podcast inédit de Chroniques Criminelles raconté par Jacques Pradel

L’affaire Laura Fay : Vacances mortelles

 Why you have to check out today’s podcast:  Learn the not-so-good strategies that companies do using subscription pricing Know the pitfalls in subscription pricing Discover what a pricing roadmap is and how is it related to big business decisions    Laura Fay is currently the VP Research &amp; Advisory of XAAS Product Management for Technological Services Industry Association (TSIA) and founding member of Health Tech Capital.  Laura is a technology industry veteran with over 30 years of experience driving business growth in the enterprise software industry via leadership roles in product management, general management, product development, and customer success. In this episode, Laura, who is a results-driven person and a very successful in driving enterprise software growth shares her perspectives about the role of pricing on subscription-type businesses and the relationship between pricing and product management.  She will also reveal the pitfalls that she found out in subscription pricing and how value metric and pricing metric are differentiated.     “If you’re going to build a pricing model based on your value proposition, you've got to understand at a deep level how the customer is getting value from the solution.”  – Laura Fay   Stay updated on all thing pricing.   Subscribe to 'The Pricing Perspective'  here    Topics Covered:  01:20 – Laura tells a brief background and the business model of TSIA 03:13 – Her role in TSIA 04:08 – How pricing fits with product management 05:13 – The role of pricing on subscription-type businesses 07:13 – Relationship of pricing and product management 08:38 – What companies don’t do well when it comes to subscription pricing 13:35 – Estimated percentage of businesses that will not transition to subscription pricing in the next five years 16:22 – Two pitfalls that Laura sees in subscription pricing 18:58 – The difference between value metric and pricing metric 23:06 – Two stages of the pitfall in timing when product management starts to think about pricing 26:18 – Pricing roadmap and what it means 27:49 – A piece of pricing advice which could impact the listeners’ business   Key Takeaways:   “Understanding the value proposition that's being delivered and getting into those level of detail of understanding the customer process, how they use the product so that you can start doing that alignment of value and pricing.  It's not something you can turn on a dime overnight once you suddenly decide to do it. So, having a point of view on that earlier in the game and evolving it is pretty critical.” – Laura Fay “I know the timing thing is only thinking about pricing at the launch phase and not thinking about pricing during the product design, and the offer design phase because they are interdependent. You might choose to move things around and how you put your packages or your solutions together, how you put your product suite together and what features, functions and capabilities and use cases and value go into each element in the portfolio. And that's going to pose how you price it. But if you don't think about that until the very end, you're probably missing an opportunity.” – Laura Fay “Product managers should be called value managers because ultimately, that's what their job is.  The promise of that value proposition is the promise of the product, and that is to put a value proposition that you're going to realize when you purchase whatever solution they're defining and building.”  – Laura Fay “The remit of product management to understand how the customer is perceiving that value that they're creating and then leverage that in into their pricing design.” – Laura Fay   Connect with Laura Fay:  mailto:laura.fay@tsia.com tsia.com LinkedIn Twitter    Connect with Mark Stiving  Email: mark@impactpricing.com LinkedIn Twitter 

Why you have to check out today’s podcast: <ul> <li>Learn the not-so-good strategies that companies do using subscription pricing</li> <li>Know the pitfalls in subscription pricing</li> <li>Discover what a pricing roadmap is and how is it related to big business decisions</li> </ul> Laura Fay is currently the VP Research &amp; Advisory of XAAS Product Management for Technological Services Industry Association (TSIA) and founding member of Health Tech Capital.  Laura is a technology industry veteran with over 30 years of experience driving business growth in the enterprise software industry via leadership roles in product management, general management, product development, and customer success. In this episode, Laura, who is a results-driven person and a very successful in driving enterprise software growth shares her perspectives about the role of pricing on subscription-type businesses and the relationship between pricing and product management.  She will also reveal the pitfalls that she found out in subscription pricing and how value metric and pricing metric are differentiated. “If you’re going to build a pricing model based on your value proposition, you've got to understand at a deep level how the customer is getting value from the solution.”  – Laura Fay Stay updated on all thing pricing.   Subscribe to 'The Pricing Perspective' <a href="https://markstiving.us2.list-manage.com/subscribe?u=24f91ef021c099022c1b179e8&amp;id=45a3f4dd5b" rel="nofollow" target="_blank"> here</a> Topics Covered:  01:20 – Laura tells a brief background and the business model of TSIA 03:13 – Her role in TSIA 04:08 – How pricing fits with product management 05:13 – The role of pricing on subscription-type businesses 07:13 – Relationship of pricing and product management 08:38 – What companies don’t do well when it comes to subscription pricing 13:35 – Estimated percentage of businesses that will not transition to subscription pricing in the next five years 16:22 – Two pitfalls that Laura sees in subscription pricing 18:58 – The difference between value metric and pricing metric 23:06 – Two stages of the pitfall in timing when product management starts to think about pricing 26:18 – Pricing roadmap and what it means 27:49 – A piece of pricing advice which could impact the listeners’ business Key Takeaways: “Understanding the value proposition that's being delivered and getting into those level of detail of understanding the customer process, how they use the product so that you can start doing that alignment of value and pricing.  It's not something you can turn on a dime overnight once you suddenly decide to do it. So, having a point of view on that earlier in the game and evolving it is pretty critical.” – Laura Fay “I know the timing thing is only thinking about pricing at the launch phase and not thinking about pricing during the product design, and the offer design phase because they are interdependent. You might choose to move things around and how you put your packages or your solutions together, how you put your product suite together and what features, functions and capabilities and use cases and value go into each element in the portfolio. And that's going to pose how you price it. But if you don't think about that until the very end, you're probably missing an opportunity.” – Laura Fay “Product managers should be called value managers because ultimately, that's what their job is.  The promise of that value proposition is the promise of the product, and that is to put a value proposition that you're going to realize when you purchase whatever solution they're defining and building.”  – Laura Fay “The remit of product management to understand how the customer is perceiving that value that they're creating and then leverage that in into their pricing design.” – Laura Fay Connect with Laura Fay: <ul> <li>mailto:laura.fay@tsia.com</li> <li><a href="https://www.tsia.com/" rel="nofollow" target="_blank">tsia.com</a></li> <li><a href="https://www.linkedin.com/in/laurafay/" rel="nofollow" target="_blank">LinkedIn</a></li> <li><a href="https://twitter.com/lauramfay" rel="nofollow" target="_blank">Twitter</a></li> </ul> Connect with Mark Stiving <ul> <li>Email: mark@impactpricing.com</li> <li><a href="https://www.linkedin.com/in/stiving/" rel="nofollow" target="_blank">LinkedIn</a></li> <li><a href="https://twitter.com/markstiving?lang=en" rel="nofollow" target="_blank">Twitter</a></li> </ul>

Laura Fay – Why the Product Team Must Own Pricing

Laura Fay is Head of Research at TSIA's Product Management Practice. Laura is a customer-centric business executive with over 25 years’ experience driving enterprise solution growth via leadership roles in customer success, product management and business operations.  Over the course of her career, Laura has lived the XaaS transformation journey at multiple companies and in multiple forms. Past tenures include Good Technology, Salesforce.com, E*TRADE Financial, IBM and a number of early stage companies. Ms. Fay brings her career of experience to her XaaS practice at TSIA. Laura holds a Bachelors in Computer Science (Honors) from Trinity College, Dublin University, Ireland, and an MBA from Santa Clara University, California.

Laura Fay is Head of Research at TSIA's Product Management Practice. Laura is a customer-centric business executive with over 25 years’ experience driving enterprise solution growth via leadership roles in customer success, product management and business operations. Over the course of her career, Laura has lived the XaaS transformation journey at multiple companies and in multiple forms. Past tenures include Good Technology, <a href="http://Salesforce.com" rel="nofollow" target="_blank">Salesforce.com</a>, E*TRADE Financial, IBM and a number of early stage companies. Ms. Fay brings her career of experience to her XaaS practice at TSIA. Laura holds a Bachelors in Computer Science (Honors) from Trinity College, Dublin University, Ireland, and an MBA from Santa Clara University, California.

Customer Success Conversations Podcast Eighteen - Laura Fay