In this episode, we sit down with with Brian Mackerer, VP of North America at Craft as he shares about his experiences building and growing go-to-market teams. We talk about the importance of aligning pricing strategies with customer value, the benefits of a relationship-driven sales approach, and the challenges of managing margins in B2B SaaS models.
Craft is an intelligent supply chain resilience platform that enables organizations to make smarter supplier decisions, protect against disruptions; and optimize supply chain strategies.
More about Craft: https://global.craft.co
AGENDA TOPICS
00:00 Introductions
02:34 How to think about value based pricing in B2B SaaS
07:46 How building relationships leads to co-creation
09:45 Understanding your buyer type
13:01 Lessons and stories from value-based selling
16:20 Combating end of quarter discounting pressure and unprofitable accounts
22:30 Building a value-based organization
