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# Brett Waldman - Full-stack pricing: how an analytics background helped inform a unique pricing approach
- URL: https://www.competitiveintelligencealliance.io/brett-waldman-pricing-to-win-ep-2/
- Published: 2024-07-17T10:46:10.000Z
- Updated: 2024-08-19T11:23:15.000Z
- Description: What's the one thing you have to understand from your customers that’s more important than the price itself? On this episode of Pricing to Win, host Farhan Manjiyani and guest Brett Waldman discuss this and more.
- Author: Alex Walton
- Tags: Pricing, Podcasts

On this episode of Pricing to Win, Brett and Farhan discuss:

- How your positioning drives your pricing strategy. 🏎️
- Why setting the price is the last step in the strategic pricing process. 🏁
- How to choose a pricing role. 🤔
- The four stakeholders you need on your side if you’re going to succeed in a pricing role. 🍀
- How Brett’s market data background helped him excel in pricing roles. 📊
- The one thing you have to understand from your customers that’s more important than the price itself (that’s more difficult to change after the fact). 🤫

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## About our guest, Brett Waldman:

Brett led pricing and pricing strategy at Citrix and Fireblocks, and is now Director of Pricing and Packaging at Imprivata.

Brett is a “full-stack” pricing expert, with skills and expertise that run the gamut through pricing’s components, including analytics, operations, and strategy.

## Resources discussed on this episode

- [Monetizing innovation Simon Kucher Partners team](https://www.simon-kucher.com/en/insights/monetizing-innovation)
- [On Amazon](https://www.amazon.co.uk/Monetizing-Innovation-Companies-Design-Product/dp/1119240867)
- [Kyle Poyar’s Growth Unhinged newsletter](https://www.growthunhinged.com/)
- [Connect with Brett on LinkedIn](https://www.linkedin.com/in/bwaldman/)