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…
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…
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…
Manufacturing.net and PROS’ Doug Fuehne, VP, Professional Services of PROS Pricing Software Solutions talk about how manufacturers can improve their pricing strategies and come out ahead as the economy turns around. To get right to it, the five pricing strategies Fuehne suggests will help you come out ahead in the economic recovery: Identify underperformers. Proactively…
I am not very good at poker. My friends say I have more “tells” than they can count. A tell in poker, is a facial expression or body position that gives away what kind of hand you have – a bad one, a good one and sometimes a really good one. The best poker players…
Guest Blogger – Matt Johnson, Managing Partner, Simon-Kucher & Partners With 20 years of pricing experience, Matt Johnson is a recognized expert in price optimization software and processes. His experience includes manufacturing, distribution, industrial, chemical, semiconductor, and electronics. A former PROS employee, Matt recently took some time to talk to a group of high-tech manufacturers…
Seth Godin’s blog post, Priming the Pump of Efficiency, reminded me of a presentation I recently attended by Cameron Davies, Sr. Director, Business Insights & Analytics, at the Walt Disney Company. If you ever have a chance to see him speak, make sure you take it – he is excellent. Amazon.com describes Seth as…
One challenge I hear again and again is the issue of how to get your sales force to use new pricing tools to promote better practices. There are many difficulties to adoption, but technology should not need to be one of them. Integrating your pricing tool with familiar sales tools, such as Microsoft Outlook, can make…
Initial results are back from our implementation of PROS Scientific Segmentation and Pricing Guidance at a major health products distributor. PROS prices were rolled out in the field in mid-April and the entire sales force adopted PROS prices since the last rep went online about two weeks ago. Results so far: 130+ basis point improvement…
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...
