Chris Hopf's guest appearances

Chris Hopf

Impact Pricing

Kirk Bowman

Blair Enns

Patrick Campbell

Bill Wilson

Jeff Robinson

Scott Miller

Paul Klein

David Newman

Wendy Johnson

Tim Williams

Ian McHenry

Steve Johnson

Steve Wilkins

Kyle Poyar

Robbie Kellman Baxter

OwlTail

Chris Hopf is a Trusted and Respected Monetization + Pricing Strategy Consultant to Innovative Software and Technology Market Leaders. He helps innovative software and technology companies of all sizes create, recognize and capitalize on opportunities to achieve their full market potential - every day - every transaction. For more than twenty-five years, he has worked as an owner, employee, and as a consultant with small startups, mid-sized mergers, and Fortune 50 Corporations such as Microsoft and United Technologies.  In this episode, Chris shares why companies should know how to communicate their value as there is always pressure to reduce price. In this regard, they need to stand up for their value. He also talks about how companies must understand the distinction of strengths, advantages, and alternatives, so they won’t be missing opportunities to be always relevant to their customers.  [powerpress]  Why you have to check out today’s podcast:   Discover the ‘Ten Steps to Scalable and Recurring Revenue’ and see where you can work on your strengths and advantages to always put you in a better and unique position against your competitors   Find out how to always reinforce the value you are delivering to your customers so they won’t take it for granted, and so you always create value and not destroy it    Learn how to prioritize your efforts in terms of acquiring customers so you are spending time well focusing on being relevant     “Give your pricing a chance. And part of that is making sure that you're taking a really honest look at what your advantages are, and honest look at what your advantages will be in the future. And making sure that you're giving those advantages the best chance.”   - Chris Hopf    Increase Your Pricing Knowledge: Become a Champions of Value INSIDER! To sign up go to  insider.championsofvalue.com   Topics Covered: 01:36 - The different ways Chris works with companies  03:09 - How he got involved in Pricing by chance  04:09 - His main reason for staying with Pricing all these years  05:29 - What is ‘The Revenue Due Diligence: The Ten Steps to Scalable and Recurring Revenue’ all about  06:29 - Why would someone pay?  08:32 - Who is willing to pay -- what ‘The Pricing Window’ visual is all about  09:27 - How can you influence the ability to pay   10:37 - Why is it important to understand who your customers are and prioritize your efforts  11:48 - When are they most likely to pay -- understanding the ‘buyers’ journey’  13:10 - How seasonality’s affect how companies buy  15:28 - How will they know about you -- how is it best for people to know about the value and the advantages that you deliver to your customers  16:36 - Why is it that in the ten steps mentioned, in no way does it ask how much should we charge  17:04 - Why choose you now -- what are your advantages  18:13 - What is the key to creating a sense of urgency  20:01 - Pricing problem versus value messaging opportunity  21:27 - Why do companies sometimes don't do a very good job of communicating their advantages  22:15 - Distinction between advantage and a strength  23:09 - Why keep choosing you, and why pay more from you?  23:28 - Why tell others about you?  24:27 - Why stop choosing you?  25:43 - Why always highlight to your customers the value you are delivering to them  27:05 - Chris’ best pricing advice that will impact your business  27:41 - Stand up for your value    Key Takeaways: “One way you can influence the ability to pay or possibly drive or increase the ability to pay is if you think of your solution and the people within the organization that are impacted the value that is received.” - Chris Hopf  “Companies don't think through these in a very organized and deliberate way. And they can spend a lot of time focusing on being relevant, and acquiring customers that really are and should be considered distractions, maybe distractions for now, and maybe not in the future. But it really is important to prioritize your efforts.” - Chris Hopf  “For some companies, there's seasonality to how they buy, and this isn't only their initial purchase, their initial decision to do business with you, but what are they most likely to pay to expand with you?” - Chris Hopf  “What I found is sometimes people do a relatively good job, some better than others around understanding their advantages. But they don't go to that next step around, 'Why now?'. What are you going to do to compel action?” - Chris Hopf  “What's key to creating a sense of urgency is creating a sense of opportunity, you create that sense of opportunity, and you frame that well in their minds in terms that they understand and relate to their business and the outcomes they care about. And then that's how you're going to create that sense of urgency. But what's key is that it needs to be directed back at your solution over other alternatives.”  - Chris Hopf  “People actually don't spend much time understanding with clarity an honest assessment of their advantages over alternatives.” - Chris Hopf  “A lot of times when people reach out to somebody like me, is they think they have a pricing problem. And oftentimes, they actually just have a value messaging opportunity, right. So, they aren't doing a very good job of not only communicating their value that will resonate with their prospects and customers, but they don't do a very good job of communicating their advantages.”    Connect with Chris Hopf:   LinkedIn   pricingwire.com     Connect with Mark Stiving:     Email: mark@impactpricing.com LinkedIn 

Chris Hopf is a Trusted and Respected Monetization + Pricing Strategy Consultant to Innovative Software and Technology Market Leaders. He helps innovative software and technology companies of all sizes create, recognize and capitalize on opportunities to achieve their full market potential - every day - every transaction. For more than twenty-five years, he has worked as an owner, employee, and as a consultant with small startups, mid-sized mergers, and Fortune 50 Corporations such as Microsoft and United Technologies.  In this episode, Chris shares why companies should know how to communicate their value as there is always pressure to reduce price. In this regard, they need to stand up for their value. He also talks about how companies must understand the distinction of strengths, advantages, and alternatives, so they won’t be missing opportunities to be always relevant to their customers.  [powerpress]  Why you have to check out today’s podcast: <ul> <li> Discover the ‘Ten Steps to Scalable and Recurring Revenue’ and see where you can work on your strengths and advantages to always put you in a better and unique position against your competitors </li> <li> Find out how to always reinforce the value you are delivering to your customers so they won’t take it for granted, and so you always create value and not destroy it  </li> <li> Learn how to prioritize your efforts in terms of acquiring customers so you are spending time well focusing on being relevant </li> </ul> “Give your pricing a chance. And part of that is making sure that you're taking a really honest look at what your advantages are, and honest look at what your advantages will be in the future. And making sure that you're giving those advantages the best chance.”   - Chris Hopf Increase Your Pricing Knowledge: Become a Champions of Value INSIDER! To sign up go to <a href="https://www.championsofvalue.com/offers/uFkHJHCL/checkout" rel="nofollow" target="_blank"> insider.championsofvalue.com</a> Topics Covered: 01:36 - The different ways Chris works with companies  03:09 - How he got involved in Pricing by chance  04:09 - His main reason for staying with Pricing all these years  05:29 - What is ‘The Revenue Due Diligence: The Ten Steps to Scalable and Recurring Revenue’ all about  06:29 - Why would someone pay?  08:32 - Who is willing to pay -- what ‘The Pricing Window’ visual is all about  09:27 - How can you influence the ability to pay   10:37 - Why is it important to understand who your customers are and prioritize your efforts  11:48 - When are they most likely to pay -- understanding the ‘buyers’ journey’  13:10 - How seasonality’s affect how companies buy  15:28 - How will they know about you -- how is it best for people to know about the value and the advantages that you deliver to your customers  16:36 - Why is it that in the ten steps mentioned, in no way does it ask how much should we charge  17:04 - Why choose you now -- what are your advantages  18:13 - What is the key to creating a sense of urgency  20:01 - Pricing problem versus value messaging opportunity  21:27 - Why do companies sometimes don't do a very good job of communicating their advantages  22:15 - Distinction between advantage and a strength  23:09 - Why keep choosing you, and why pay more from you?  23:28 - Why tell others about you?  24:27 - Why stop choosing you?  25:43 - Why always highlight to your customers the value you are delivering to them  27:05 - Chris’ best pricing advice that will impact your business  27:41 - Stand up for your value  Key Takeaways: “One way you can influence the ability to pay or possibly drive or increase the ability to pay is if you think of your solution and the people within the organization that are impacted the value that is received.” - Chris Hopf “Companies don't think through these in a very organized and deliberate way. And they can spend a lot of time focusing on being relevant, and acquiring customers that really are and should be considered distractions, maybe distractions for now, and maybe not in the future. But it really is important to prioritize your efforts.” - Chris Hopf “For some companies, there's seasonality to how they buy, and this isn't only their initial purchase, their initial decision to do business with you, but what are they most likely to pay to expand with you?” - Chris Hopf “What I found is sometimes people do a relatively good job, some better than others around understanding their advantages. But they don't go to that next step around, 'Why now?'. What are you going to do to compel action?” - Chris Hopf “What's key to creating a sense of urgency is creating a sense of opportunity, you create that sense of opportunity, and you frame that well in their minds in terms that they understand and relate to their business and the outcomes they care about. And then that's how you're going to create that sense of urgency. But what's key is that it needs to be directed back at your solution over other alternatives.”  - Chris Hopf “People actually don't spend much time understanding with clarity an honest assessment of their advantages over alternatives.” - Chris Hopf “A lot of times when people reach out to somebody like me, is they think they have a pricing problem. And oftentimes, they actually just have a value messaging opportunity, right. So, they aren't doing a very good job of not only communicating their value that will resonate with their prospects and customers, but they don't do a very good job of communicating their advantages.”  Connect with Chris Hopf: <ul> <li><a href="https://www.linkedin.com/public-profile/in/chrishopf?challengeId=AQFipDUT6NVDzwAAAXdG6Mm1yHTwarTESNKlJ4bdRtergPjp9TlkWJf84zBMdN0UVsmQe9tPZOHqkGL4nB0O-Aro98kI02_f3w&amp;submissionId=efcfec7c-bd45-5e16-12a4-0cca22ad0751" rel="nofollow" target="_blank"> LinkedIn</a> </li> <li> <a href="https://www.pricingwire.com/" rel="nofollow" target="_blank">pricingwire.com</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> </ul>

10 Signs your Revenue is Scalable with Chris Hopf

Why you have to check out today’s podcast:  Discover how Chris Hopf's pricing metric decision guide can help you evaluate your options and confirm your existing pricing approach The difference between pricing metrics and value metrics and discover why not all value metrics should be used as a pricing metric Know how understanding your customer better through metrics can help you achieve your revenue goals faster and with more confidence    Chris Hopf worked for more than twenty-five years as an owner, employee and as a consultant with small startups, mid-sized mergers and Fortune 50 Corporations such as Microsoft and United Technologies. He helps client companies clearly communicate their value advantages, convert more prospects, keep more customers and capture their markets' full profit potential. His experience spans a number of industries including software, technology, IoT, AI, ML, digital media, retail, publishing, general and specialty contractors, industrial suppliers and wholesale distribution and more. In this episode, Chris shares his pricing journey, all about his decision guide tool for pricing that helps determine business profit, and the importance of understanding the customer to help you increase your pricing confidence.    “Pricing confidence comes from value clarity.” - Chris Hopf   Stay updated on all thing pricing.   Subscribe to 'The Pricing Perspective' here     Topics Covered:  01:10 - Chris’s pricing backstory and how he got involved in pricing in  every company he worked for  02:37 - The story behind his ‘Decision Guide for Pricing Metric’  03:26 - The difference between value metric and pricing metric  04:15 - Mark’s insight on value metric versus pricing metric  11:20 - Different evaluation example using his ‘Decision Guide for Pricing Metric’   19:45 - How pricing metric encourages per use or charging per user   22:40- Examples of what a company don’t measure in terms of internal execution   23:49- Creating your pricing metric, differences and cost impact 26:08 - Chris valuable advice: "Give your pricing a chance. One of the best ways to really inform your pricing should always start to understand your customer.’"  Key Takeaways:   “Pricing metric is what we look at the seller side and the value metric is what we look at the buyer side.”- Mark Stiving  “Pricing confidence comes from value clarity. So the more you increase your value clarity the better you understand your customer and the difference you make and what they care about what they’re trying to accomplish, you will simultaneously also be increasing your pricing confidence.” - Chris Hopf    Connect with Chris Hopf  pricingwire.com  LinkedIn  Twitter  Instagram     Connect with Mark Stiving   Email: mark@impactpricing.com  LinkedIn  Twitter  

Why you have to check out today’s podcast: <ul> <li>Discover how Chris Hopf's pricing metric decision guide can help you evaluate your options and confirm your existing pricing approach</li> <li>The difference between pricing metrics and value metrics and discover why not all value metrics should be used as a pricing metric</li> <li>Know how understanding your customer better through metrics can help you achieve your revenue goals faster and with more confidence</li> </ul> Chris Hopf worked for more than twenty-five years as an owner, employee and as a consultant with small startups, mid-sized mergers and Fortune 50 Corporations such as Microsoft and United Technologies. He helps client companies clearly communicate their value advantages, convert more prospects, keep more customers and capture their markets' full profit potential. His experience spans a number of industries including software, technology, IoT, AI, ML, digital media, retail, publishing, general and specialty contractors, industrial suppliers and wholesale distribution and more. In this episode, Chris shares his pricing journey, all about his decision guide tool for pricing that helps determine business profit, and the importance of understanding the customer to help you increase your pricing confidence.  “Pricing confidence comes from value clarity.” - Chris Hopf 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="noopener nofollow" target="_blank">here </a> Topics Covered:  01:10 - Chris’s pricing backstory and how he got involved in pricing in  every company he worked for  02:37 - The story behind his ‘Decision Guide for Pricing Metric’  03:26 - The difference between value metric and pricing metric  04:15 - Mark’s insight on value metric versus pricing metric  11:20 - Different evaluation example using his ‘Decision Guide for Pricing Metric’   19:45 - How pricing metric encourages per use or charging per user  22:40- Examples of what a company don’t measure in terms of internal execution  23:49- Creating your pricing metric, differences and cost impact 26:08 - Chris valuable advice: "Give your pricing a chance. One of the best ways to really inform your pricing should always start to understand your customer.’"  Key Takeaways:  “Pricing metric is what we look at the seller side and the value metric is what we look at the buyer side.”- Mark Stiving  “Pricing confidence comes from value clarity. So the more you increase your value clarity the better you understand your customer and the difference you make and what they care about what they’re trying to accomplish, you will simultaneously also be increasing your pricing confidence.” - Chris Hopf  Connect with Chris Hopf <ul> <li><a href="https://www.pricingwire.com/" rel="noopener nofollow" target="_blank">pricingwire.com </a></li> <li><a href="https://www.linkedin.com/in/chrishopf/" rel="noopener nofollow" target="_blank">LinkedIn </a></li> <li><a href="https://twitter.com/pricing" rel="noopener nofollow" target="_blank">Twitter </a></li> <li><a href="https://www.instagram.com/pricing/" rel="noopener nofollow" target="_blank">Instagram</a> </li> </ul> Connect with Mark Stiving  <ul> <li>Email: <a href="mailto:mark@impactpricing.com">mark@impactpricing.com </a></li> <li><a href="https://www.linkedin.com/in/stiving/" rel="noopener nofollow" target="_blank">LinkedIn </a></li> <li><a href="https://twitter.com/markstiving?lang=en" rel="noopener nofollow" target="_blank">Twitter </a></li> </ul>

Chris Hopf – PricingWire: You are Worth the Price You Accept