Authors: David Langkamp, Matt Beckett, Camille Brégé, Sachin Shirwalkar, Arnab Sinha, and Jean-Manuel Izaret

Companies usually weather brief periods of market volatility by adjusting price levels or package sizes. But most B2B companies now expect the current volatility and uncertainty to persist. This creates the need for companies to use a wider range of pricing tactics and to make strategic investments in pricing tools and processes. Resilient pricing enables companies to explore growth opportunities instead of focusing on defense and survival—and to build a bulwark against future volatility, as the authors explain. David Langkamp (langkamp.david@bcg.com) is Managing Director …Read More