2 Data Center Pricing Problems That Could Get You Fired (SlideShare)

2 Data Center Pricing Problems

That Could Get You Fired

Sponsored by DataCenterLeadGen.com

Here are two of the most unforgivable data center pricing mistakes which could get you canned, resourced, shown the door, or just plain fired:


Mark BurdonSenior ContributorSP Home Run Inc.

1. Pricing Based on Cost Plus Margin



Failing to consider factors like your local or strategic competitors, your unique differentiators, and specific value added offerings which sets you apart,



might just get a trap door opened under your chair



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



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



2. Don’t Make Your Pricing Too Accessible



Many companies who openly advertise their pricing on their website are appeasing tire kickers and bargain hunters,



but losing out on clients who are looking for value-based services, flexible pricing structures, and bundled offerings



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



For your strategic managed services, have customers call you for pricing which is tailored to their unique requirements



Offer service configuration forms on your website, or “Call Back” or text chat on your website for prospects to interact with your company



If you are selling a product, it makes sense to advertise your prices



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



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:



• Length of the contract

• Set-up fees

• Bandwidth usage

• Fail over and redundancy

• Level of security

• Amount of storage/users/mirroring locations required



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



What other data center pricing problems have you encountered?



Please share your thoughts in the section for Comments below



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2 Data Center Pricing Problems That Could Get You Fired (SlideShare)

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