The CEO's pricing dilemma with Chris Anderson

Episode notes

In this episode, Chris Anderson joins Tracy Dent and Jeet Mukherjee to break down what it takes to lead a pricing transformation inside a PE-backed company. From board pressure and sales resistance to customer risk and internal politics, Chris shares the emotional and strategic complexity of navigating pricing change - especially when the spreadsheet says one thing, and the reality says another. Chris has over 25 years of experience in software and technology development, consulting, and executive leadership. In the last ten years, he served as CEO of AIA Contract Documents, and prior to that, was the CEO of Building Systems Design, Inc. He specializes in building and customizing software products, eCommerce, web based solutions, and technical team building and development. We discuss: Why pricing change feels risky for CEOs How to keep your sales team on board What most teams get wrong about executing a change Managing tension between the board, the market, and your team

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