In today’s challenging economic environment, companies are retrenching. Cost-cutting, expense prioritization, and reduced capital expenditures dominate the agenda, often led by CFOs tasked with ensuring short-term financial health. In this climate, initiatives like pricing software are often dismiss...
Media and advertising companies are no strangers to seismic change of the external variety. Having contended with a market-wrenching pandemic, ongoing audience fragmentation, changing viewer habits and outmoded sales processes, it’s time to make some major internal changes.For most in the business,...
As inflation rates remain stubbornly high across the globe and the threat of a recession looms, B2B companies that rely on manual tools and outdated processes are at a significant disadvantage. Companies that aren’t equipped to make pricing adjustments with speed and precision risk margin or volume...
Deal management encompasses every aspect of the agreement lifecycle – from negotiation to creation to updates to renewals. Agreements exist in most B2B companies, and can be managed in a variety of ways: everything from manual and ad-hoc to fully automated, centralized cloud-native systems. These pr...
The way in which a B2B company prices its products and services is now recognized as the best lever available to grow profits and is key to delivering a best-in-class customer experience in a digital omnichannel world. These realizations should elevate the pricing function and grant pricing professi...
Imagine peering into the day-to-day pricing negotiations of a B2B company – whether it be an electrical products manufacturer, a high tech manufacturer, a shipping or transportation provider, a medical products distributor, an auto parts distributor, or even a staffing services company – what dynami...
Most B2B food producers face a massively complex environment typified by hundreds of products and customers, increasing competition, raw material cost volatility, constantly fluctuating futures, logistical complexity and pragmatic capacity constraints.Capacity-allocation decisions and pricing decisi...
The maintenance, repair and overhaul (MRO) and industrial distribution industry is massive and continues to grow at a steady pace. Despite this positive outlook, individual MRO distributors aren’t short on their own challenges when it comes to retaining and growing their market share. There are se...
The building products / construction industry is more visibly representative of the health of the economy than any other. The avatar of the Great Recession may well be images of doomed projects on abandoned construction sites. As such, it’s unavoidable for leaders of building products distributors t...
Ensuring profitability in the electrical products manufacturing industry is a complicated matter. Complex, lengthy sales processes, raw material cost volatility and cumbersome negotiation processes each provide openings for margin loss.Access this whitepaper to dive into the dynamics that drive each...
The business, data, channel and product complexities manufacturers face make it difficult to meet customer expectations for a seamless eCommerce experience, especially as more business shifts to digital channels. This pain is particularly acute as manufacturers aim to provide dynamic, real-time, mar...
Tension between the sales and pricing departments in a B2B organization is nothing new. In fact, it's a natural byproduct of the often contrasting incentives that drive each group. While sales is focused on hitting revenue targets through volume selling, pricing analysts are motivated to ensure high...
Four Strategies to Combat Inflationary Pricing PressuresWhether inflation proves to be a short-term phenomenon or a prolonged reality, B2B companies must react swiftly and wisely. Those who are not using a data-driven pricing approach risk letting this (hopefully) short-term crisis put them at a lon...
Do your prices make sense? Meaning, do your best customers always get a better deal than more casual customers? Do your premium brand products always sell for more than your starter products? To answer “yes,” they should align across market dynamics, value and strategy. However, prices rarely meet t...
Professional buyers increasingly expect a hassle-free, fully digital experience with visibility into pricing. Electrical products in particular are a major growth area for Amazon Business and other digital entrants, some of whom undercut the market with bottom-barrel prices. It can be scary out the...
