What most pricing strategies miss and why that’s a problem
The pricing blind spot too few teams are addressing.
Our CEO, Robert Tinterov, was recently featured in Business age, where he shares a perspective we think more pricing teams need to hear:
Too many pricing decisions rely on backward-looking data and miss what’s actually driving demand right now.
In the article, he unpacks why brands often default to historical sales or competitor prices, and what they’re missing by not using demand-side data.
Here are three core points from the article:
- Most pricing teams lack demand-side data. Historical sales data and competitor tracking don’t reveal how many would have bought at a different price, they only reflect what already happened.
- You can’t optimize price without understanding demand shape. Without knowing where demand plateaus, or where it drops sharply, teams risk underpricing (leaving margin on the table) or overpricing (killing volume). Most pricing models don’t capture these thresholds.
- Forward-looking insights are now possible. New methods let brands test pricing decisions directly with buyers before launch, revealing pricing power, thresholds, and missed revenue opportunities.
“Pricing is still treated like a static number, not a decision lever.”
Read the full article in Businessage: The pricing data gap: Most approaches miss what matters
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