Business-to-business Price Segmentation—Outlined and Explained
P.J. Jakovljevic - May 25, 2007

All companies—business-to-business [B2B] enterprises in particular—need a better way to align prices to different segments in the market to achieve their revenue and margin goals. Data-driven price segmentation, a science-based approach to price setting, could be the solution. The process of price segmentation naturally starts with data integration. This means collecting quote or order transactional data, and enriching this data with extended information on customers, products, and competition. Moreover, price segmentation—determining how price outcomes vary based on customer, product, and order attributes—represents the foundation of some price management vendors' offerings that assist in making effective price decisions throughout most phases of the sales process...