Business-to-business Price Segmentation Outlined and Explained

by P.J. Jakovljevic ... Price analysis (sensing) is about synthesizing and interpreting ... For example, high-volume, repeat customers may ... less sensitive to small price adjustments than ... 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

How One Vendor Parlays Price Variation into Profit Improvement ...

by P.J. Jakovljevic ... sales decision-support side (price analysis and planning ... volume, product type, contract volume, product type ... 1. Examples of Precision Price Segmentation (Zilliant ... http:/.../Research/ResearchHighlights/CRM/2007/06/research_notes/VN_CR_PJ_06_08_07_1.asp - 19k - 2007-06-08 Summary: Rather than sticking to such outdated and speculative pricing practices as 'cost plus' or 'meet competition,' Zilliant suggests companies leverage data to determine how market price response varies, and use this holistic measure of price sensitivity to optimize pricing.

Applications Giants Bolster Their Pricing Management Capabilities

by Olin Thompson and P.J. Jakovljevic ... that end, the module can manage multiple price lists, set analysis-driven prices ... more profitable in every aspects of the deal, such as price, volume, terms of ... 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.

Provider of B2B Price Management and Optimization Speaks Out

by P.J. Jakovljevic ... goal in mind, the module can handle multiple price lists, establish analysis-driven prices ... more profitable across all phases of a deal (price, volume, terms of ... http:/.../Research/ResearchHighlights/ERP/2008/05/research_notes/NA_ER_CR_PJ_05_02_08_1.asp - 20k - 2008-05-02 Summary: In addition to growing at a breakneck pace for the last few years, Vendavo has recently rounded out its suite for price and margin management. The market should take notice, while the competition should indeed watch out.

Maximizing Potential Benefits in Reverse Auctions

by Amitava and Noorani Subramanian Hariharan ... A preliminary analysis shows that typical implementation issues fall ... price, Initial bid prices are much less than ... volume, Auctioned quantity is more than what is ... http:/.../Research/ResearchHighlights/SCM/2007/08/research_notes/TU_SC_XA_08_31_07_1.asp - 24k - 2007-08-31 Summary: Reverse auction (RA) has emerged as a strategic tool for consumer packaged goods companies pursuing cost efficiencies in their sourcing programs. This article presents a framework to structure and gain maximum mileage out of the RA process.

Emptoris 'Procures' Zeborg's Spend Management Expertise Part Two ...

by P.J. Jakovljevic ... item from them to get a lower price (volume-based or ... of the elements it was based upon (eg, price, on-time ... can report on data from the spend analysis database. ... http:/.../Research/ResearchHighlights/Scm/2003/11/news_analysis/NA_SC_PJ_11_19_03_1.asp - 27k - 2003-11-19 Summary: The Emptoris acquisition of Zeborg is both a wise offensive and defensive move since it combines the resources of two companies that should focus on arguably growing e-sourcing/spend management opportunities. The companies have quite complementary product offerings, industries of focus, and excellent cus

So What's the Bottom Line on Price Segmentation?

by P.J. Jakovljevic ... whether the pricing application, including price optimization, can ... that have low transaction volume or contract ... more of a deal-by-deal analysis and optimization ... http:/.../Research/ResearchHighlights/CRM/2007/05/research_notes/TU_CR_PJ_05_28_07_1.asp - 15k - 2007-05-28 Summary: Data-driven, science-based price management is an emerging market. Therefore, vendors should be made to prove whether and how they can enable a company to achieve and measure margin lift, or return on investment, of their price management applications.

Know Thy Market Segment's Price Response

by P.J. Jakovljevic ... Our analysis from early 2006 (please see research ... Revenue leaks (or price waterfalls) can include ... costs; cooperative advertising allowances; volume-based rebates ... 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.

SouthWare Excellence Series: Making Excellence Easier Part Three ...

by Charles Chewning Jr. ... Part Five will provide a competitive analysis and make user ... a specified value or if the price is rising ... to reflect both historical and estimated sales volume. ... http:/.../ResearchHighlights/TechnologySelections/2005/01/research_notes/VN_TS_XCC_01_06_05_1.asp - 22k - 2005-01-06 Summary: The system supports a completely user-defined set of critical success factors for each business, business unit, or even individual employee.

The Case for Pricing Management

by Olin Thompson & P.J. Jakovljevic ... Although a simple analysis of the profit increase ... stocking allowance, freight charges, or volume incentives ... art is in discerning the actual price each customer ... http:/.../Research/ResearchHighlights/ERP/2006/04/research_notes/TU_ER_XOT_04_03_06_1.asp - 23k - 2006-04-03 Summary: Savvy and dynamically optimized pricing can mean the difference between survival and failure. In many environments it might be smarter, quicker, and more useful to calculate pricing based on systematic analysis rather than on fuzzy thinking or human emotions.