-
Abstract:
Rather than sticking to such outdated and speculative pricing practices as "cost plus" or "meet competition," Zilliant suggests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. (...)
Excerpt related to
contract price negotiations:
Rather than sticking to such outdated and speculative pricing practices as "cost plus" or "meet competition,"
Zilliant suggests companies leverage...
Published:
2007-06-08
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Abstract:
TechnologyEvaluation.COM analysts have separated the software negotiation process into three discrete categories. All three
are critical individually, yet should always be pursued within the context of the larger discussion. (...)
Excerpt related to
contract price negotiations:
TechnologyEvaluation.COM analysts have separated the software negotiation process into three discrete categories. All three
are critical individua...
Published:
2000-09-29
-
Abstract:
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 (...)
Excerpt related to
contract price negotiations:
The central premise of price segmentation, especially in business-to-business environments, is that pricing should be consistent
for similar deals...
Published:
2007-05-25
-
Abstract:
New analytical software tools have recently emerged to combine and condense a wealth of information that should give the
salesperson a more definitive "yes or no" answer fairly quickly when it comes to offering specific pricing, while also giving
management a higher-level view of business efficiency and (...)
Excerpt related to
contract price negotiations:
New analytical software tools have recently emerged to combine and condense a wealth of information that should give the salesperson
a more defini...
Published:
2006-04-04
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Abstract:
What are the solutions that enable Zilliant's customers to gain a better understanding of their markets' price response and
translate this into more profitable pricing? Zilliant Precision Pricing Suite encompasses distinct solutions geared for each
step of the pricing process. (...)
Excerpt related to
contract price negotiations:
What are the solutions that enable Zilliant's customers to gain a better understanding of their markets' price response
and translate this into mo...
Published:
2007-06-11
-
Abstract:
What are the solutions that enable Zilliant's customers to gain a better understanding of their markets' price response and
translate this into more profitable pricing? Zilliant Precision Pricing Suite encompasses distinct solutions geared for each
step of the pricing process. (...)
Excerpt related to
contract price negotiations:
What are the solutions that enable Zilliant's customers to gain a better understanding of their markets' price response
and translate this into mo...
Published:
2007-06-11
-
Abstract:
The most complete information on outsourcing challenges is here. Outsourcing can provide management with a powerful tool to
control cost and enhance product and service delivery. Yet so many outsourcing initiatives fall short of expectations—why?
For one thing, you need to know what you’re getting (...)
Excerpt related to
contract price negotiations:
The most complete information on outsourcing challenges is here. Outsourcing can provide management with a powerful tool to
control cost and enhanc...
Published:
2010-03-11
-
Abstract:
What are the solutions that enable Zilliant's customers to gain a better understanding of their markets' price response and
translate this into more profitable pricing? Zilliant Precision Pricing Suite encompasses distinct solutions geared for each
step of the pricing process. (...)
Excerpt related to
contract price negotiations:
What are the solutions that enable Zilliant's customers to gain a better understanding of their markets' price response
and translate this into mo...
Published:
2007-06-11
-
Abstract:
When negotiating a contract with a computer maintenance management system (CMMS) vendor the guiding principals and definition
of the project must first be determined. Deliverables, pricing options, payment terms, continuance, product and service quality,
and liabilities are additional areas that must be (...)
Excerpt related to
contract price negotiations:
... are additional areas that must be considered in negotiations. ... given
what's at stake—a price, quality of ... some key elements found in a typical contract
with a ...
Published:
2004-02-25
-
Abstract:
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 (...)
Excerpt related to
contract price negotiations:
The central premise of price segmentation, especially in business-to-business environments, is that pricing should be consistent
for similar deals...
Published:
2007-05-25
-
Abstract:
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. (...)
Excerpt related to
contract price negotiations:
Reverse auction (RA) has emerged as a strategic tool for consumer packaged goods companies pursuing cost efficiencies in their
sourcing programs. ...
Published:
2007-08-31
-
Abstract:
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 (...)
Excerpt related to
contract price negotiations:
The Emptoris acquisition of Zeborg is both a wise offensive and defensive move since it combines the resources of two companies
that should focus ...
Published:
2003-11-19
-
Abstract:
Read this in-depth report from TEC Analyst P.J. Jakovljevic to find out why supplier management is crucial. In its recent
report, Shifting C-level Business Priorities as the Recovery Takes Hold, Saugatuck Technologies claims that top business priorities
are returning to a pattern more consistent with a gr (...)
Excerpt related to
contract price negotiations:
Read this in-depth report from TEC Analyst PJ Jakovljevic to find out why supplier management is crucial. In its recent report,
Shifting C-level ...
Published:
2010-11-12
-
Abstract:
Hearing the complaints of dissatisfied customers, some vendors are developing customer-centric contracts. HarrisData has
even gone so far as to draft a Bill of Rights for customers. How well do these pledges measure up? (...)
Excerpt related to
contract price negotiations:
Hearing the complaints of dissatisfied customers, some vendors are developing customer-centric contracts. HarrisData has even
gone so far as to dr...
Published:
2005-12-23
-
Abstract:
Support and maintenance (S&M) contracts mean very different things to vendors and to users. With user enterprises' growing
awareness of how these S&M agreements affect their bottom lines, vendors need to reassess their pricing and value proposition
strategies. (...)
Excerpt related to
contract price negotiations:
Support and maintenance (S&M) contracts mean very different things to vendors and to users. With user enterprises'
growing awareness of how these ...
Published:
2007-03-30
-
Abstract:
Your Challenge: Get Decision Makers' Approval for ERP Selection Process. Specific, Measurable, Achievable, Relevant and Time-Bound.
With so many different enterprise resource planning (ERP) applications on the market, selecting the right solution can be
extremely time-consuming and daunting. In fact, acco (...)
Excerpt related to
contract price negotiations:
Your Challenge: Get Decision Makers' Approval for ERP Selection Process. Specific, Measurable, Achievable, Relevant and
Time-Bound. With so many di...
Published:
2010-03-11
-
Abstract:
No vendor provides all (if even a majority) of the required solutions for a full SRM initiative at this stage, so almost
all solutions will involve best-of-breed components. (...)
Excerpt related to
contract price negotiations:
No vendor provides all (if even a majority) of the required solutions for a full SRM initiative at this stage, so almost all
solutions will involv...
Published:
2003-10-30
-
Excerpt related to
contract price negotiations:
... should target certain contracts for re-negotiations in an ... role
in helping companies’ link contract terms to ... be the one who offers the lowest price
but rather ...
Published:
2008-07-29
-
Abstract:
Why are some companies still managing their prices with spreadsheets—and leaving their single most important profit lever
to such inadequate if not harmful practices? TEC principal analyst P.J. Jakovljevic finds out and sits down with two vendor
execs to see how B2B pricing software allows companies to (...)
Excerpt related to
contract price negotiations:
Why are some companies still managing their prices with spreadsheets—and leaving their single most important profit lever
to such inadequate if no...
Published:
2012-01-16
-
Abstract:
Over the past few years, Intentia International AB, a Swedish provider of business applications, has been on the quest to
meet the anticipated demands its customers would have during the new e-economy era. It has been successful in its endeavors,
however, with the price of posting six consecutive quarter (...)
Excerpt related to
contract price negotiations:
Over the past few years, Intentia International AB, a Swedish provider of business applications, has been on the quest to
meet the anticipated dem...
Published:
2000-09-15