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This question has been closed, and points have been awarded.
Business Intelligence/lead Pricing
Posted By: ppb* on 1/5/2005 12:27 PM (CST) 125 Points
I am trying to see what "information" is worth to people.

If I was able to provide information on as many as 650 technology initiatives annually in any given major metro area (Ex: New York, Boston, San Fran, etc...) and these opportunties are within companies that have at least 100 employees - what would you be willing to pay for it? The projects could range from a major ERP to a simple CRM solution, hardware, etc - the information would be posted real-time to a secure site and would include all contacts' information.

Thanks in advance for your thoughts.

Posted by: Peter (henna gaijin) Accepted Answer
1/5/2005 1:44 PM (CST)
You may want to look at the pricing models of Dodge Reports (http://dodge.construction.com/) and PEC reports (http://www.industrialinfo.com/projectleads.jsp), which sell a similar service, but for commercial and industrial construction projects.

Much of the value would be based on the specifics of the project. If I was a CRM supplier, I would find the CRM related ones very useful, but the ERP ones not useful at all.
 
Posted by: ppb* Author Response
1/5/2005 2:20 PM (CST)
Thanks for the insight Peter - We have been selling this data for about 7 years to larger companies(IBM, HP, CISCO, Etc.). We actually have another division that provides "company relocation leads" which I believe are priced like the Dodge Repts.

We have been fairly fixed on price - selling our technology leads. I was trying to figure out if I lower my price will that get me more deals or can I increase my price and sell fewer deals but make more money!

It's tough.

pb
 
Posted by: OlivierT* Accepted Answer
1/5/2005 2:43 PM (CST)
Hi Peter,

I have actually tried to go that path. I was contracted by a chipset manufacturer to make some high level (Director/VP) introductions in the network appliance area. I did not know how to price my service, so I just sold my service for whatever I though I could get. I offered a $1000 for seeting up a meeting and $1000 for participating to the meeting plus 10% of any deals signed in the following 3 months and plus travelling expenses paid. Stupid of me! I organized and participated to 12 meetings over three weeks. . That was fast to organize, just a few phone calls and a few days of travelling witha great fellow, so the $24,000 was easy money. But they signed three multi-millions OEM agreements... after the three months, so I did make a dime on these agreements. They were pretty happy with my work!

I should have done like you and get some advise. If you want a cut on the deals, make sure you leave enough time for the agreements to be signed: It may take a year!

Olivier
 
Posted by: OlivierT* Member Response
1/5/2005 2:45 PM (CST)
By the way, I am in the CRM business for small and medium size businesses. YOu may be interested by my question: http://www.marketingprofs.com/ea/qst_question.asp?qstID=4775

Olivier
 
Posted by: Peter (henna gaijin) Member Response
1/5/2005 5:43 PM (CST)
We have been fairly fixed on price - selling our technology leads. I was trying to figure out if I lower my price will that get me more deals or can I increase my price and sell fewer deals but make more money!

Questions to ask yourself:

- what is your saturation rate? For example, of all the companies that sell CRM solutions, how many of them buy your product? On the ones that don't buy it, why don't they buy it (specifically trying to find out if cost is the issue)? You may want to do a small market research project to find out some of this. If you find that price is the main reason that the non-buyers don't buy from you, then lowering your price may get them in. If price is not a main reason, then lowering your price won't get much.

- what is the value of the information to your current customers? If you can find this out, it will give you an idea on whether you can raise your price without losing them.

- do you have competition? If so, how do they price?
 
Posted by: pradeepsg* Member Response
1/6/2005 2:53 AM (CST)
SUch info is seriously important, I am trying to find such DB vendors ASAP now, please contact me.
FYI- I am looking at info about companies running different ERP systems across the US, the UK, Middle East, South Africa for our marketing campaign,

If anyone sells such info, please get in touch with me.
Thanks
Pradeep
 
Posted by: telemoxie Accepted Answer
2/2/2005 12:01 AM (CST)
Please don't lower the price and sell more leads. I'm a free-lance telemarketer - and I have been given copies of copies of those leads... folks sign up for your service and then pass the leads to their buddies - the folks who are called upon get pissed, let me tell you... if you dramatically increase your unit sales you will make the problem many times worse, and you will be poisioning your own well, since companies will be increasingly reluctant to share info on future projects with you.
 
Posted by: Sanjeev Kumar Vyas Member Response
2/6/2005 8:51 PM (CST)
Well I think you need to make the desicion based on some reasons.
Why do you want to lower the price? is it just to get few more people inside your loop or is it because your competition has lowered the price or is it because you are feeling that the price is high?
I would suggest that you do some market research on this to find out if your lowering price would be a good idea. If the research says yes then go ahead do it. If the research says No. Then don't do it. Changes like price should not be done on the basis of gut feelings.
Regards
Sanjeev
 
Posted by: Val (Moderator)* Moderator Response
2/14/2005 12:24 AM (CST)
Hello all. I am closing this question, since its more than two weeks old. We do this to make sure members' contributions are rewarded in a timely manner and to improve the visibility of newer questions.

Thanks, so much, for participating!
Val (Moderator)
 


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