In den vergangenen Monaten habe ich mit PROS zwei Webinare zum Thema Pricing durchgeführt. Schwerpunkt der ersten Veranstaltung (Is it Time to Rethink Your Pricing Strategy & Boost Pricing Power?) war die Bedeutung von Pricing-Strategien angesichts einer komplexen Marktsituation, die von hartem Wettbewerb gekennzeichnet ist. Meine These lautet: Gerade jetzt ist der richtige Moment, Pricing-Strategien…
On March 5, I hosted a webinar with PROS titled “Is It Time to Rethink Your Pricing Strategy & Boost Pricing Power?” During this session, we focused on the need to pay more attention to pricing strategy, especially in light of increased competition and renewed complexity in the business world. The premise of my argument…
I am grateful to have been invited to the PROS Outperform13 event. I came out of this two-day event, held at the New York Stock Exchange, on fire, energized and even more convinced than ever that now is the time to invest in pricing strategies and in pricing optimization software. I also realized how pricing…
Während der vergangenen Jahre habe ich mich mehrfach mit dem Prinzip der Achtsamkeit beschäftigt. Den Begriff habe ich mit Absicht in den Zusammenhang der Theorie des “Organizational Mindfulness” gesetzt, die als Forschungsthema zunehmend an Relevanz gewinnt. Ich selbst habe in der Vergangenheit bereits Untersuchungen zu diesem Thema durchgeführt — und hoffentlich vertiefende Erkenntnisse über die…
That is indeed a good and “à- propos” question. Times have changed. Competition is brutal, and cost pressures are continuously creeping in. The past five years have not been easy, and it looks like the next decade might require even more patience, sweat equity and breakthrough thinking. The premise that you might have to rethink…
Over the past few years, you have often heard me mention the concept of mindfulness. I purposefully use this word in the context of an emerging theory on organizational mindfulness that is researched more and more in organizations. I actually conducted a research inquiry on the topic, and I hope to continue the exploration on…
I am writing this essay to raise timely issues in the pricing community. I have written before about the need for more mindful behaviors in pricing and how pricing information is used in organizations. My purpose is to stimulate thoughts and create discussions among pricing team members. More and more pricing decisions are made based…
A recent survey conducted with 557 CEOs and business owners around the world showed they pay little attention to pricing. When asked how they would allocate 100 points of attention between cost cutting, growth programs and pricing initiatives, pricing received an underwhelming average of 16 points. A vast majority of their time is spent on…
Value modeling is a science that cannot be improvised. Critical business decisions, from product development, through marketing to pricing and sales, are based on value models. Consequently, many people need to apply the proper techniques, steps and value assessment methods to support these important decisions. There is no other way around this! The key question…
In most companies, the pricing function receives limited attention. Data from the Professional Pricing Society (PPS), the world’s largest organization dedicated to pricing, reveals that fewer than 5% of Fortune 500 companies have a full-time function exclusively dedicated to pricing and, according to McKinsey & Company, fewer than 15% conduct systematic pricing research. Although numerous…
Jacqueline Davis says:
Hi Siva,
Thanks! I couldn’t agree with you more on the...
Jacqueline Davis says:
Hi Rikhath,
The question of why your company needs a pricing team...
Siva Ram Yellapragada says:
Simply awesome !!
We have a strong pricing team in our global...
Rikhath says:
Also in enterprise products world do you think Product operations would...
Rikhath says:
Hi Jacqueline,
We fighting the same battle and I out...
