2023 was a tough year for many industries – including tech. However, despite a rocky start to 2024, many companies still expect to return to revenue growth in 2024 according to the results of Simon-Kucher’s 2023 Global Software Study. How? By implementing the four best practices of top-performing companies, which the authors explain in this article.
The natural reaction in times of crisis is to increase discounts and to close deals at any cost to keep the lights on. There are things you can do without giving away the farm. Pricing can be a creative and innovative tool to accomplish remarkable success while delivering more value to your customers and prospects, as the author explains.
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.
Special pricing challenges emerge in markets marked by disruption for both incumbents and the new disruptive entrant. When faced with a disruptive threat, incumbents can perceive a no-win situation. For the disruptive new entrant, there are also critical problems to solve. The goal of this whitepaper is to help firms navigate the pricing challenges associated with both the incumbent and disruptor positions in markets undergoing disruptive innovation.
In this article, the author discusses how Business-to-Consumer (B2C) companies can apply tactics in pricing, sales, and marketing to edge out competitors and find success during times of volatility. Consumer business executives must continue to invest in sales and marketing budgets and apply them strategically. Similarly, leaders must know how to respond quickly to address and capitalize on changing consumer spending behaviors, as the author explains.
Supply-aware dynamic pricing enables companies to meet demand and protect margins in a new and shifting landscape, as the authors explain.
Author: Kirk Jackisch As we venture into the second half [...]
Company profit margins are under attack. In a recent FD.NL (Het Financieele Dagblad) survey, it was found that 93% of C-Suite executives in the Netherlands expect a drop in profit margins of between 10-25%. That’s a scary number and requires businesses to take action to protect their profit margins. In this article, the authors explain how businesses can still protect and grow profit margins even amidst these challenging economic conditions. This example from consumer goods in the Netherlands has lessons that apply cross industries and geographies.
The U.S. and global economies are going to slow down, and it is not the end of the waves of disruption we have seen over the past 5 years. Companies must develop costing and pricing skills to manage constant business volatility, as the author explains.
Price adjustments due to inflation call for nuanced approaches that, when done well, can strengthen customer relationships and overall margins. Simply raising prices amid inflation has the potential to hurt customer relationships. Opportunity exists to forge a new partnership with customers, helping address their pain points while preserving margins. There are five key ways for companies to ADAPT to sales-led pricing while maintaining long-term value, as the authors explain.