Skimming pricing strategy is a pricing approach where a company sets a high initial price and gradually lowers it over time.

The goal is to capture maximum value from customers who are willing to pay more early on, often because they want immediate access, have fewer alternatives, or see higher value in the offering. As demand from this group is satisfied, the company lowers the price to reach more price-sensitive customers.

This strategy is commonly used for new products, innovations, or differentiated offerings where there is limited competition at launch. Over time, as competitors enter the market or demand shifts, prices are adjusted downward.

In B2B, skimming pricing strategy can be used when launching new solutions, entering niche markets, or offering highly differentiated capabilities. It allows companies to recover investment early and test willingness to pay across segments.

However, it requires strong value communication and clear differentiation. If the initial price is not justified, adoption may be slow. It also needs careful planning, as early customers may react negatively to later price reductions.