There is no denying that pricing is the most complex discipline in an organization. However, your customers do not care about your complexity. They do not want to be on the receiving end of it. They have options and will clearly move on to another vendor. So how do you manage the pricing complexity that is increasing daily in these changing market conditions?
This article on “the inflation imperative” is an excerpt from the second edition of Pricing with Confidence, due to be published in October 2022. Pricing with Confidence: Ten Rules for Increasing Profits and Staying Ahead of Inflation was written by Reed K. Holden and Jeet Mukherjee of Holden Advisors, with the intent to provide readers with the tools and resources required to build an organization that executes well in the face of volatility.
In 2021 there were more than 2,000 mergers with a deal value of more than $100 million in the US (from Statista). The received wisdom, supported by a fair amount of evidence, is that mergers often destroy value. There are many reasons for this, but one of them is pricing. Pricing is where buyers give a verdict on your offers and whether or not they are valuable. Alignment on pricing is critical to a successful merger, as the author explains.
All it takes is a cursory look at the news to find plenty of examples of the pricing issues of well-known companies being covered in the public sphere. These examples can help us to determine which pricing concerns are most important to management. While any pricing concern could be most important to a given company at a given time, there are a few recurring themes across industries.
In the Q2 2019 edition of the Journal of Professional Pricing, Professional Pricing Society presented an article from PPS board member Stephan Liozu, PhD, regarding the state of the pricing management software industry. This month, we present a response to Liozu’s analysis from pricing management software provider Vendavo.
In this article, the author explores the current state of the pricing software industries, reasons why it has not grown at a faster rate, and current challenges the industry is facing which are prohibiting it from achieving scalability and profitability.