If you’re working in B2B pricing, you’ve probably heard the buzz about “value-based pricing” and the parade of tools that claim to get you there. The truth? Most teams are still stuck in spreadsheets, and half the software on the market is either too generic or promising the moon. This guide is for people who want to cut through the hype and pick tools that actually help you set, sell, and defend your prices—without turning your process into a science fair project.
Below, you'll find a plain-English, step-by-step way to compare Leveragepoint with other B2B go-to-market (GTM) platforms aimed at value-based pricing. We’ll talk about what matters, what doesn’t, and what to watch out for.
1. Get Clear on What “Value-Based Pricing” Means for You
Let’s be honest: “Value-based pricing” means different things depending on who’s talking (and selling). Before comparing any software, nail down what you actually need:
- Are you pricing new products, or tweaking existing ones?
- Is your sales team struggling to defend prices, or are you just trying to get out of Excel hell?
- Do you need to build business cases for each customer, or set broad list prices?
Pro tip: Write down your top 2-3 “jobs to be done.” If a tool can’t help with those, don’t bother.
Ignore: Vague promises to “unlock value” without showing how. If a vendor can’t give you a demo that matches your use case, move on.
2. List the Table Stakes (and Don’t Get Distracted)
Most B2B value pricing tools share some basic features:
- Templates for value models and calculators
- Customer segmentation and case building
- Collaboration options for sales and pricing teams
- Integrations with CRM or quoting systems
If a tool doesn’t have these, it’s probably not worth your time. But don’t get wowed by glossy dashboards or AI buzzwords unless they actually solve a real pain point.
What matters: - Can you quickly build and tweak your own value models? - Is it easy for sales to use in live customer conversations? - Can you get data out and into your existing stack?
What doesn’t:
- Endless customization (it’ll slow you down)
- “Gamification” features (nice, but rarely used in real sales cycles)
- Predictive analytics that never get used because no one trusts the model
3. Compare Leveragepoint and Its Alternatives—Feature by Feature
Let’s look at how Leveragepoint stacks up against other options you’ll see pitched, like Vendavo, PROS, Pricefx, and homegrown Excel/Power BI setups.
Leveragepoint: Where It Shines
- Purpose-built for value-based pricing. You get guided templates, a library of industry models, and ways to build business cases you can actually use in a sales meeting.
- Sales enablement focus. The tools are designed for reps, not just pricing analysts—so you’re not just building models that sit on a shelf.
- Quick to implement. Most teams can get started in weeks, not months.
- Transparent pricing. No weird hidden fees to “unlock” necessary features.
Where Leveragepoint Falls Short
- Not a full-blown price optimization suite. If you want advanced AI price elasticity or dynamic pricing, look elsewhere.
- Limited quote-to-cash features. It’s not a replacement for CPQ or ERP.
- Smaller ecosystem. Integrations are improving, but you’ll need to check if it fits your stack.
How the Competition Stacks Up
-
Vendavo, PROS, Pricefx:
- Broad, complex platforms—great for big enterprises.
- Tons of features, but expect a long and expensive rollout.
- More focused on price optimization and management than value-based selling.
- Sales enablement is often an afterthought.
-
Homegrown (Excel, Power BI, etc):
- Cheap and flexible, but brittle as you scale.
- No real collaboration or version control.
- You’ll spend more time fixing formulas than pricing deals.
Pro tip: Ask for a side-by-side demo using your actual pricing challenge—not generic widgets.
4. Evaluate the User Experience—For Both Pricing and Sales Teams
Most pricing software is built for pricing people, not sales. That’s a problem if your goal is to get reps selling on value.
Key things to test: - How long does it take to create a value case for a new customer? - Can a salesperson use the tool without a PhD? - Is the output clear enough for a customer meeting, or does it need “translation”?
Walk through a real deal cycle:
- Can pricing set up a model, hand it off to sales, and actually see it used in the wild?
- What does the feedback loop look like? (Or does it fall apart after the third email?)
Ignore:
- Overly complex interfaces.
- Features you “might need someday.” If you don’t need it now, you won’t need it with 10x the complexity.
5. Dig Into Integration and Data Realities
This is where most nice demos go to die. No matter what a vendor claims, integration is never “plug-and-play.”
Ask: - What does integration with our CRM (Salesforce, HubSpot, etc.) really look like? - Can you export/import data easily, or is it locked away? - What happens as your models change—can you update them, or do you need vendor support?
With Leveragepoint:
Their integrations are improving, but it’s not a one-click affair. If you have a complex stack, get clarity on what’s out-of-the-box and what’s custom.
With others:
Big suites usually have more connectors, but also more complexity. Homegrown tools, meanwhile, are only as good as your in-house IT’s patience.
6. Pressure Test Support, Training, and Change Management
The best software in the world is useless if no one adopts it (or if support disappears after the contract is signed).
What to look for: - Is onboarding included—or is it upsold? - Can you get live help, or just ticket-based support? - Are there real customer success stories in your industry, or just generic logos?
Pro tip:
Ask to talk to an actual customer—ideally not the one in their case study deck.
7. Total Cost: Look Beyond the Sticker Price
A lot of pricing software gets expensive fast, especially if you need “premium” features or extra seats.
- Get a clear sense of all-in costs: licenses, setup, training, integration, ongoing support.
- Watch out for minimum seat requirements, data limits, or “overage” charges.
- Ask about contract flexibility. Long, locked-in deals are a red flag unless you’re really sure.
With Leveragepoint:
It’s usually more transparent than big platforms, but always get specifics for your use case.
8. Make a Shortlist and Run a Real-World Pilot
Don’t fall for the slickest demo. Narrow your list to 2-3 options and put them through their paces with your real team, on a real pricing challenge.
- Set up a test run with your actual products, market data, and salespeople.
- Measure: Did it save time? Did reps actually use it? Did it help close a deal or defend margin?
- Get honest feedback from the people who will use it every day.
Ignore:
Pilot projects that are “guided” by the vendor on dummy data. If you can’t see it work with your own numbers, walk away.
Keep It Simple and Keep Moving
There’s no magic bullet for value-based pricing. The best tool is the one your team will actually use—consistently. Don’t get sucked into endless feature comparisons or vendor bake-offs. Start with your real needs, focus on usability, and iterate as you go.
If you get stuck, remember: a simple, working solution beats a complex, half-implemented one every time.