Every night before I put my six-year-old to bed, I have to make sure the closet door is closed. My son is scared to death of any monsters that might be lurking in his closet. Figuratively speaking, customers I talk to are scared of “monsters” in their closets but in their case, it’s very low…
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…
I was catching up on my RSS feeds and I came across this excellent article by Professor Ford: http://professorford.com/2009/09/23/building-accountability-without-authority/ Many in the pricing profession are faced with a situation where they are trying to influence behavior without having direct authority over those who make the decisions. This article addresses the point head-on, with an…
On a recent project I did a “Day in the Life” with Mark*, a sales representative responsible for selling animal health supplies to rural feed and farm/ranch supply stores. Seeing my customer’s sales force interact directly with their customers provided valuable insights that augmented the discussions we had already had with the corporate pricing team….
If you are a pricer, marketer, or are in the market for a pricing optimization solution, you have surely heard about “segmentation” and probably have some questions about exactly how it will help you do your job better. I’d like to share some insight from a high-level perspective of how this can help. Even…
John Salch recently posted a great blog about removing the boundaries of technology – allowing your sales force to use tools they are already comfortable with, yet still providing key information to make great pricing decisions. One of the most important pieces of information you can provide is knowledge about a specific customer, the product…
Guest Blogger – Sanjay Seth – gives an update on a “Big 3” Parts Aftersales Pricing Implementation with PROS. Sanjay is a Partner at Carlisle & Company, a firm specializing in revenue and margin strategies, market sizing, share assessment, services marketing and retention, and supply chain management. Carlisle is focused exclusively on process initiatives related…
Manufacturing, distribution, and services leaders learn to improve margins & emerge stronger Houston, Texas – May 19, 2009 — PROS (NYSE: PRO), the world leader in pricing and revenue optimization science and software, today announced the success of the New York stop on the PROS Global Price Optimization Leadership Seminar Series, held onsite at the New…
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...
