This essay focuses on eight tips that will set you on a path to building organizational capabilities through an outstanding pricing team, which improves not only the bottom line but the combined abilities and contributions of each of the major functions in the organization.
In this article, the authors share their most recent B2B Pulse research, which shows how the shift to omnichannel has permanently changed sales and suggests what companies and pricers can do to adjust.
Machine Learning-based dynamic pricing allows B2B enterprises to better leverage opportunities and improve growth margins. However, certain factors must be taken into consideration for the model to work effectively. In this article, the author explores the growth potential, challenges, and pitfalls of B2B dynamic pricing, and outlines why, how, and when B2B dynamic pricing should be developed and employed for commercial excellence.
Pricing of standard chemicals is complex. Differences in supplier prices are larger than the laws of supply and demand would account for, and volatility is higher for a variety of reasons. By understanding and mastering this complexity, chemical companies can improve margins by up to 3 percentage points, as the authors explain.
The shift of B2B buyers to digital channels is not a new phenomenon, but COVID-19 has accelerated the shift tremendously. For businesses looking to survive, COVID-19 has been a catalyst for accelerated change – a catalyst for investment in real, usable digital channels, as the author explains.
In this article, the author shares the pros and cons behind the timing of pricing and sales software investment decisions. Should you invest before or after implementing other major systems such as ERP or CRM? And how do you determine if your datasets are clean and prepped enough to proceed? As the author explains, the best approach is to be informed, fully consider the options, and listen to your instincts.
This paper is a reprint of Chapter 3 of the author’s most recent book – B2G Pricing - adapted for this Journal. B2G Pricing focuses exclusively on the nuances and specific tactics required in the area of business-to-government pricing.
A lot of executives in the B2B sphere are talking about wanting to achieve “price optimization.” Measuring pricing power at the customer and product level is very possible for businesses to achieve with a high degree of reliability. Just don’t fool yourself into thinking that this is B2B price optimization! What manufacturing and industrial businesses need is value-based pricing that uses sound pricing strategies and advanced analytics, as the author explains.
The growth of the subscription economy has become incredibly evident in B2C markets. However, the move to subscription based pricing models is also beginning to grow rapidly in B2C industries. When done right, subscription pricing drives recurring monthly revenue and increases customer intimacy. In this article, the author explores factors to consider before moving to a subscription model and best practices for implementing this change successfully.