A great way to tighten the relationship with your customer is to use alternative pricing by changing your pricing parameters – deal or customer specifically. Pricing parameter refers to the parameters your company uses to price its products and services — ‘EUR/piece’, ‘EUR/Ton,’ ‘EUR / Liter.’ In the long run, you might find your alternative…
With the economic downturn clearly in the aerospace industry’s jet wash, executives are hopeful about its future. Forecasts show that the industry is taking off with nothing but clear skies ahead. The sector is expected to grow at a greater than 5% 5-year CAGR, with a predicted market value of over $1 trillion by the…
In today’s difficult economic environment, it’s commonplace for organizations to consistently review their business operations for three reasons: to make process improvements, to be more competitive in the market, and to be more profitable. Most companies have been through the cost cutting and strategic procurement processes, and now they’re looking for the next lever to…
Recently, a sales manager for one of our customers asked me an interesting question: “What qualifications do you need to be on a pricing team?” To give you a little background, the sales manager’s company is in the midst of creating a pricing organization for the first time. Given this context, there was not only…
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…
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…
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 ……
Today in many companies, the distribution of an Excel spreadsheet, accompanied by some stern wording around pricing compliance, often passes as a pricing enforcement strategy. In truth, that method actually invites intentional and incidental abuses in the implementation of a pricing strategy, not to mention limiting the sales team on what can be a dynamic,…
At PROS, we take tremendous pride in delivering the fastest time to value for our clients. In our outperform culture, we focus on driving continuous improvements in every aspect of our work lives. It’s a challenge I really enjoy and appreciate. It keeps us on our toes, always with our customers front and center in our…
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...
