#revenue

Optimize pricing strategy. Models: 1. Cost-plus (cost + margin). 2. Value-based (customer willingness to pay). 3. Competitive (market rates). 4. Penetration (low to gain share). 5. Premium (high for positioning). 6. Freemium (free + paid tiers). 7. Usage-based. 8. Dynamic pricing. Test with A/B experiments. Anchor with high tier. Use decoy pricing. Regularly review and adjust. Price is a lever for positioning.

Build reliable revenue forecasting system. Forecast categories: Commit (90%+ confidence, MEDDIC qualified). Best Case (50-70% confidence, active engagement). Pipeline (30-50% confidence, early stage). Methodology: 1. Reps submit weekly forecasts by category. 2. Manager reviews with rep 1:1 (challenge assumptions). 3. Roll up to leadership with commentary. 4. Track accuracy weekly (forecast vs. actuals). 5. Calculate variance (over-forecast or under-forecast). Improve accuracy: require evidence for Commit (verbal confirmation, signed terms). Stage-weight deals (10% for discovery, 50% for proposal, 90% for negotiation). CRM hygiene (close dates, next steps, MEDDIC scores current). Sanity check: Commit should be 70-90% of quota monthly. Review missed forecasts in post-mortems.

Structure IP licensing deals. Agreement components: 1. Scope of license (exclusive vs non-exclusive). 2. Territory and duration. 3. License fees (upfront, royalties, minimums). 4. Usage rights and restrictions. 5. Quality control provisions. 6. Reporting and audit rights. 7. Termination clauses. 8. Warranties and indemnification. Protect your IP. Define allowed uses clearly. Revenue without operational overhead. Use legal counsel.