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WATCH: “Pricing to Win: Position with Precision, Compete with Confidence”

Ken Donaven

Partner

Pricing to Win Webinar

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Thank you for registering for our live learning session, “Pricing to Win.” Here are the takeaways and resources for you to refer to when considering your next pricing research study:

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Leading #MRX Posts
B2B

Applying Minimax Thinking to Uncertain Pricing Decisions

Many pricing decisions assume markets behave uniformly. In reality, customer responses frequently vary based on switching costs, competitive alternatives, technical requirements, contractual structures, and the ability to pass costs through. A customer with multiple qualified alternatives may react very differently than a customer operating within a highly specialized application.

The debate begins almost immediately.

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Ken Donaven September 29, 2026
Pricing Research

The Pricing Question Most Companies Never Ask

In its simplest form, minimax encourages decision-makers to consider the worst plausible outcome associated with each available option. Rather than focusing exclusively on the most likely result, it asks leaders to understand the downside attached to being wrong. For pricing teams, that perspective can be surprisingly valuable.

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Ken Donaven September 21, 2026
Automotive + Transportation

In a Tariff Environment, Finding and Protecting Margin Isn’t Optional

At first glance, pricing in a tariff environment appears straightforward. Input costs rise by 20%, prices rise by 20%, and margins are preserved. The logic is simple and often serves as the foundation for internal pricing discussions. The problem is that customers do not make purchasing decisions based on your cost structure. They make purchasing decisions based on the value they receive and the alternatives available to them.

Read More »
Ken Donaven September 16, 2026
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