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…
While there are dozens of pricing models companies use to go to market, the majority can be placed in two categories – matrix and negotiated pricing. With matrix pricing, companies group customers into categories based on attributes such as customer size, region, etc., and provide a distinctive price or discount list for each customer category. Each customer…
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…
Price is a factor in buying decisions. Whether you’re quoting, responding to RFPs, implementing an annual price increase or configuring a make-to-order product, price is going to play a role in whether or not you win or keep the business. Is your pricing competitive? The B2B landscape makes this difficult to answer. A small subset…
During product life cycle planning, most companies heavily focus on product introduction and the transition to high volume maturity. In most cases, little attention is given to pricing strategy coordination. As a result, during decline and ramp down, products face intense pricing pressure. One way to abate this pressure and drive higher profitability, even during…
Today’s chemical companies face extraordinary business challenges, from the massive volatility in raw materials and input costs, to currency fluctuations and a globally competitive marketplace. The selling environment is equally complex. Between the emergence of niche players and increasingly aggressive procurement departments, salespeople can no longer rely on experience and gut instinct to close business…
I recently met a pricing manager who had a brilliant analogy for how sales people price customers and deals that’s definitely worth sharing. It’s a great way for non-pricers to quickly understand one of the most important pricing issues in many companies. Pricing by a sales person is like blowing up a party balloon ……
The phrase ‘survey says’ became popular back in the day based on a game show called Family Feud that in fact still runs today. The premise of the show centers on a family of contestants who answer questions based on a series of survey results. Points are awarded to contestants as they’re revealed on a…
Even in a tough economy, organisations still face the same challenge each year: hitting bigger quotas. For service parts manufacturers and distributors dealing with multiple channels, thousands of customers and millions of products, achieving sales growth can be like finding that proverbial needle in the haystack. Then there are additional forces to contend with, such…
PROS Vice President of Technology John Salch, Ph.D., and Vice President of Science and Research Neil Biehn, Ph.D., spoke with Yvonne Donaldson, senior director of public relations, about analytics and golf. Salch reports on the conversation. Blog Editor’s Note: Donaldson: I come from a long line of golfers and can talk the game with the…
Steve Sassi says:
A great way to understand the value you're delivering to your...
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...
