Business-to-business Price Segmentation Outlined and Explained

by P.J. Jakovljevic ... the deals were priced, and reflect market forces such as competition, relative solution value, customer-supplier relationship strength, and price elasticity. ... http:/.../Research/ResearchHighlights/CRM/2007/05/research_notes/TU_CR_PJ_05_25_07_1.asp - 23k - 2007-05-25 Summary: The central premise of price segmentation, especially in business-to-business environments, is that pricing should be consistent for similar deals. The process quantifies similarity by empirically determining which deal circumstances affect price response, enabling companies to benchmark prices against s

Applications Giants Bolster Their Pricing Management Capabilities

by Olin Thompson and P.J. Jakovljevic ... In this sector, a thorough understanding of the numerous interdependent variables that drive demand, such as seasonality, price elasticity, cross-elasticity ... http:/.../Research/ResearchHighlights/ERP/2006/05/news_analysis/NA_ER_XOT_05_03_06_1.asp - 24k - 2006-05-03 Summary: Previously price management was an overlooked area by vendors because they lacked the native capabilities to meet this need. However, through partnerships and acquisitions, they are creating viable products, which are enabling enterprises to see greater return.

Advancing the Art of Pricing with Science

by P.J. Jakovljevic ... regression models) to analyze actual sales or offer transactions to obtain estimates of price response across segments, and price elasticity within them. ... http:/.../Research/ResearchHighlights/CRM/2007/05/research_notes/TU_CR_PJ_05_23_07_1.asp - 21k - 2007-05-23 Summary: Companies in search of a better, more precise method to determine the best prices for their products and to meet their margins, should harness statistical science to analyze transactions, and associated optimization algorithms to maximize revenues and profits.

Creating Wealth: The Power of Information

by Rafael Funes ... larger margin with a lower volume. Through this, she understood the concept of price elasticity. Finally, she told us that they ... http:/.../Research/ResearchHighlights/Erp/2005/04/research_notes/MI_ER_XRF_05_04_05_1.asp - 13k - 2005-05-04 Summary: Even in the most simple, small scale operations the power of information, knowing market demand, customers' preferences and buying habits, creating quality goods, and developing a feasible production strategy, still need to be understood and tweaked to generate wealth.

Know Thy Market Segment's Price Response

by P.J. Jakovljevic ... However, the terms customer price sensitivity and elasticity often carry with them the negative connotations associated with "exploiting willingness to pay ... http:/.../Research/ResearchHighlights/CRM/2007/05/research_notes/TU_CR_PJ_05_18_07_1.asp - 24k - 2007-05-18 Summary: Since no variable can influence margins as much as pricing, almost all companies need to approach the management of selling prices, discretionary discounts, and potential price increases with the same firmness they use to manage manufacturing and procurement costs.

Overcoming Chemicals Industry Challenges through Optimization of ...

by Olin Thompson and PJ Jakovljevic ... anticipate and more profitably respond to demand, but they are also prioritizing the use of price optimization to develop price elasticity (customer sensitivity ... http:/.../Research/ResearchHighlights/ERP/2006/05/research_notes/TU_ER_XOT_05_11_06_1.asp - 25k - 2006-05-11 Summary: For chemical companies, optimizing the distribution network and rationalizing inventories are the keys to an efficient supply chain and smoother operations. They must also resolve the challenges posed by environmental regulations and the need for seamless data integration.

Recent Developments in One Price Management Provider's Business

by P.J. Jakovljevic ... and profit analysis at the internal business process level with an external analysis of customer segments and their elasticity to price, discount, and ... http:/.../Research/ResearchHighlights/CRM/2007/06/research_notes/VN_CR_PJ_06_13_07_1.asp - 30k - 2007-06-13 Summary: A quality product offering doesn't guarantee success for any up-and-coming vendor, especially in a market requiring more awareness and depending on organizational change. While Zilliant appears to be the early market leader, its long-term success depends on several factors.

Not All Acquisitions Happen: JDA and QRS Part Two: Market Impact

by P.J. Jakovljevic ... to meet consumer demand quickly, accurately, and at the most competitive price. ... for each business area from a more specialized vendor, elasticity/exit strategy ... http:/.../Research/ResearchHighlights/Erp/2004/11/news_analysis/NA_ER_PJ_11_04_04_1.asp - 29k - 2004-11-04 Summary: The QRS acquisition by JDA would have eventually brought together two providers of complementary e-commerce products that would help retailers, manufacturers, and suppliers manage and sell their products to other companies and customers on-line. JDA now remains on its own to define a revised PIM/GDS stra

Retail Market Dynamics for Software Vendors Part Two: Progress

by P.J. Jakovljevic ... able to meet consumer demand quickly, accurately, and at the most competitive price. ... for each business area from a more specialized vendor, elasticity or exit ... http:/.../Research/ResearchHighlights/Erp/2004/09/research_notes/TU_ER_PJ_09_14_04_1.asp - 25k - 2004-09-14 Summary: ERP vendors are making their way into the retail market by bundling, acquiring point solutions or partnering strategically to embed retail-specific functions within their suites. Like in all other enterprise applications markets, eventually, albeit not any time soon, the retail market too will come to a