Conventional wisdom would suggest that pricing, as a key component of a business’s financial performance, is a critically important discipline within any enterprise, touching many departments, from sales and marketing to finance. And yet, does anyone know whether their company is making the best pricing decisions? TEC Principal Analyst P.J. Jakovljevic is encouraged by the growing awareness and adoption of pricing technologies among B2B enterprises.
core value definition
needs to be a core competency, not a constituent part (e.g., routine price lists creation) of an enterprise system. Today, with the proliferation of products, suppliers, customers, and segments and the sophistication of buyers, there are more pricing decisions to make than ever before. Because of this proliferation of price factors, the traditional approaches for managing prices are simply no longer adequate. Thus, five years since our article was published, one would expect much more widespread use of