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A Powerful Approach That's Becoming the New Best-Practice for Successful Pricing Initiatives in B2B


The objective of most B2B pricing initiatives is to generate incremental profit dollars. That's a given. What isn't so clear for many manufacturers and distributors, however, is that the ability of their pricing initiative to achieve their financial objectives will depend largely on their approach --- what they decide to tackle first, next, and so on. In fact, the underlying approach is so important that it can mean the difference between an initiative that generates results and maintains momentum, and one that loses organizational support and stalls-out completely before having any meaningful impact. Whereas the current conventional wisdom most-often recommends a "command and control" or "processes first" or "crawl, walk, run" approach for B2B pricing initiatives, recent advances in pricing science and technology have enabled a very different approach that has proven to be far more effective and efficient for many B2B companies. This paper explains this powerful new approach, compares it to the typical or conventional approach, and illustrates the significant differences in the resulting pricing processes.

Tags : zilliant, best practices, pricing intelligence, price quotes
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Published:  Apr 09, 2010
Length:  2
Type:  White Paper