{"version":1,"type":"rich","provider_name":"Libsyn","provider_url":"https:\/\/www.libsyn.com","height":90,"width":600,"title":"Ron Giuntini \u2013 Aftermarket Solutions Expert","description":"Why you have to check out today\u2019s podcast:  Learn how Ron and his aftermarket service expertise help clients favorably impact the availability, reliability, support resource footprint and capability level of a product or system for an end-user.  Find out why cash flow is a huge challenge in a subscription model and why you need finance people to help you with that Find out why the price is an emotional driver of B2B and B2C brands   Ron Giuntini is the Principal of Giuntini & Company, Inc. since 1990.  He is in charge of overseeing the day to day business operations, managing various consultants, and heading the business development.  He also founded G35 Software, Inc. in 2016 where they employ a start-up, cloud-based, subscription-free application software which enables B2B sales teams to Configure & Price a Quote (CPQ) engaged in Aftermarket solutions. In this episode, Ron shares his expertise about the aftermarket service, gave an in-depth comparison about subscription and product service models, the challenges involved in developing a subscription model for your business and why you need to involve the leaders and decision makers of the company in the modeling and pricing process.   Tune in till the end of this episode and get that one piece of actionable subscription advice that will significantly impact your business.     \u201cYou must model your subscription financially to present to your leadership. If you're interested in moving towards that, you have to have the backup of the CFO because of the risks.\u201d \u2013 Ron Giuntini   Stay updated on all thing pricing. Subscribe to \u2018The Pricing Perspective\u2019 here   Topics Covered:   01:12 \u2013 Ron defines what aftermarket is all about, what the biggest aftermarket sector is and how massive this industry is 05:29 \u2013 Difference between subscription and product as service business models 08:17 \u2013 Citing Ron\u2019s reasons why robotics leads the subscription pricing model \u2013 protecting the brand and IP 10:56 \u2013 Subscription lesson from the Hughes Drill Bit, how it started the subscription model for drill bits 11:39 \u2013 The interesting antitrust case of United Shoe Machinery Corp. 13:24 \u2013 The reason why robotics leads the \u2018product as a service\u2019 model \u2013 the original equipment manufacturer (OEM) getting the constant feedback 14:09 \u2013 Mark tells value-based pricing as the reason why he thinks robotics leads the \u2018product as a service\u2019 model 16:00 \u2013 Ron narrates a detailed description of his other company G35 17:07 \u2013 Explaining further how the probability analysis in configuring price quotes was done 20:13 \u2013 How understanding a customer\u2019s willingness to pay and the manufacturer\u2019s willingness to accept relates in estimating costs 21:41 \u2013 Definition of forecasted cost 22:41 \u2013 The idea of creating a new company role called \u201cprice accounting\u201d 23:01 \u2013 Pricing as emotional drivers of B2B and B2C brands 24:07 \u2013 Wrapping up with subscription advice from Ron \u2013 \u201cYou must model it financially to present to your leadership. If you're interested in moving towards that, you have to have the backup of the CFO because of the risks.  You must model it. That's my recommendation.\u201d 25:21 \u2013 Why cash flow is a huge challenge with subscriptions and why you need finance people to help you with that.   Key Takeaways: \u201cIt could sell separately, the hardware and the service. It's all about protecting your brand and your IP. That's very, very important.\u201d \u2013 Ron Giuntini \u201cWhat I would love to see pricing people do is completely ignore cost. Come up with a price, hand it to the finance people and say, can we sell it for this and let finance decide if it's profitable or not.\u201d \u2013 Mark Stiving \u201cIn the B2B world, we have to understand the way buyers make decisions, and we have to think about that. We can't just rely on the data, which is pretty interesting.\u201d \u2013 Mark Stiving \u201cNever talk about subscriptions without having that model, having developed it and going to the leadership (team). If you don't, they'll throw you out of the room and ask you - When you're an adult, come back.\u201d \u2013 Ron Giuntini \u201cCost estimation is an art form itself and what always confuses me is that a lot of pricing people don't really look under the \u2018comoda\u2019 in regards to what, what makes up that cost.\u201d \u2013 Ron Giuntini   Connect with Ron Giuntini: Email: ron@g35software.com giuntinicompany.com g35software.com LinkedIn   Connect with Mark Stiving Email:mark@impactpricing.com LinkedIn Twitter ","author_name":"Impact Pricing","author_url":"https:\/\/www.ImpactPricing.com\/podcast","html":"