Pricing Strategy

What is Ramp Pricing and How to Win Deals in Uncertain Times

Dan Veres
May 26, 2022

There's no doubt that, at the moment, there's a sense of uncertainty with regard to the economic environment.

While not panicking, companies are beginning to tighten their purse strings and take a more conservative approach to how they deploy their resources. 

In short, price has taken a more central role in the considerations of B2B buyers. 

That's not to say that the sky is falling, or that there should be panic. 

We just need to be clear-eyed about the world we live in. 

Necessity is, and always has been, the mother of invention. And the way a product or service is priced can become the competitive advantage that sales teams need to win more deals. 

One way to accomplish this is by introducing Ramp Pricing. 

What is Ramp Pricing?

Ramp Pricing refers to a deal that includes multiple time-intervals. Generally, prices will "Ramp" from one interval to the next, whether absolute price or a decrease in discount. 

Including a "Pilot" period in the structure of an agreement is a type of "Ramp," but is generally a shorter period in which the customer has the opportunity to leave the agreement when the pilot period is complete. 

Why Ramp Pricing is Important in Uncertain Times

Though there's greater scrutiny over the way money is spent, buyers still need to buy. In order to allay some of their concerns, creating a pricing structure that takes future uncertainty into account will go a long way to push a deal across the finish line. 

Sr. Account Manager

Dan Veres

Dan works with both new and existing customers. As someone in sales, he only wishes he knew about RevOps in previous jobs. You can find Dan hiking, reading, or enjoying life's finer things in his free time.

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