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Documents related to » discounting


Instead of Discounting, Back Some Value Out of Your Proposal
Last minute discounting has become so prevalent that many companies have come to depend on it as their default sales strategy. Employing a go-to-market strategy of being the lowest cost provider is one thing, but dramatic, tactical discounting on every deal will erode your company's margins and leave you digging a deeper and deeper hole in which your company will ultimately bury itself.

DISCOUNTING: Comments Introduction Last minute discounting has become so prevalent that many companies have come to depend on it as their default sales strategy. Employing a go-to-market strategy of being the lowest cost provider is one thing, but dramatic, tactical discounting on every deal will erode your company s margins and leave you digging a deeper and deeper hole in which your company will ultimately bury itself. I don t want to give you the impression that discounting is never appropriate. I can think of
6/14/2004

Quote-to-order: The Major Players in the Manufacturing Arena
The latest generation of quote-to-order systems uses knowledge-based software to help reduce an organization’s dependence on its highly skilled experts. The ability to harness a company’s intellectual property and know-how helps build competitive advantage.

DISCOUNTING: quotes, customers, contacts), including discounting and proposal generation (from a Microsoft Word document library of static or dynamic templates). SalesConfigurator also contains product data capabilities, such as searching for parts (even if they are not in the catalog) and templates for features, components, and special options, and there are remote and detached capabilities for mobile users too. APICS Dictionary defines a knowledge-based system as a computer program that employs knowledge of the
11/19/2007

So What s the Bottom Line on Price Segmentation?
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.

DISCOUNTING: to price changes or discounting policies? Have we segmented our customers, markets, and deals when it comes to pricing and discounting? If yes, then how many different market price segments do we currently serve, and do we charge different prices in each one? Is our pricing and promotion strategy driven primarily by costs and perceived competitive prices? Or is it based on the final measures of value—market prices and margins? Are we measuring customer response to and effectiveness of promotions? Do we
5/28/2007

Advancing the Art of Pricing with Science
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.

DISCOUNTING: or even plan different discounting and pricing strategies based on anticipated customer behavior. Again, as indicated earlier on (see Know Thy Market Segment s Price Response ), business-to-business (B2B) pricing environments are different in that pricing is opaque and largely discretionary. Now that technologies have been brought to market that address these dynamics, B2B companies are getting on board too. Nevertheless, according to Zilliant, although pricing is generally accepted as a core business
7/22/2009

Customer Choices for Achieving Growth
Some will say that the Big Few are in for quite a gamble, given that these market leaders are to introduce a product or concept that directly challenges the model that has led to their success so far.

DISCOUNTING: for existing customers. Although discounting new accounts or up-selling older ones has intensified among competing vendors, maintenance fees have not been affected. This will likely change as customers rebel from paying for upgrades they may never need and for licenses they hardly use. Packaged enterprise systems are also still perceived as expensive, and difficult to integrate, modify, and extend. For example, the vast majority of all enterprise resource planning (ERP) customers are using software
4/23/2005

Oracle E-Business Suite (12.1) for Process ERP Systems Certification Report
TEC product certification report: Oracle E-Business Suite (12.1) for process ERP systems is now available. Read free white paper. Oracle E-Business Suite (12.1) is now TEC Certified for online comparison of process manufacturing enterprise resource planning (ERP) systems in TEC's Evaluation Centers. The certification seal is a valuable indicator for organizations relying on the integrity of TEC research for assistance with their software selection projects. Download this report for product highlights, competitive analysis, product analysis, and in-depth analyst commentary.

DISCOUNTING: results in Pricing and Discounting (0.21 percent), Reporting and Interfacing Requirements (0.71 percent), and Online Requirements (1.76 percent). The biggest differences are in Available-to-promise (13.13 percent), Customer Relationship Management and E-commerce Requirements (11.6 percent), and Customer Service and Returned Goods Handling (4.35 percent). Purchasing Management The graph below indicates that Oracle E-Business Suite’s Purchasing Management functionality is powerful and stable, with
5/13/2010 1:20:00 PM

How One Provider s Solution Covers the Bases of Price Optimization and Management
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.

DISCOUNTING: sales representatives understand that discounting a product below the floor price requires additional approval from a manager or pricing analyst before the deal can be processed in the order management system. Likewise, sales representatives may be rewarded with additional commission for maintaining an average sales price at or above the target price. Conversely, sales representatives may be prevented from (or at least discouraged) from opening with prices above of the start price, as the transactional
6/11/2007

Microsoft Lays Enforced-Concrete Foundation For Its Business SolutionsPart 2: Market Impact
Stampede 2002 has radiated moderate optimism within VARs and other attendees, in a sharp contrast with many other user or industry conferences where we have felt a generally somber, anxious, or at least subdued mood. Small wonder for this isolated ebullience, given that, despite the current soft market, both MBS and most of its partners are still operating well, are discussing closing new accounts, and even expanding.

DISCOUNTING: create consistent and visible pricing/discounting, with bundled pricing for servers, software and services, resulting with list prices under $2,000 per user and $65 per casual users, which will certainly further hard press the competition. There is now a great likelihood that Microsoft s well-known low pricing will lead corporate CFOs to assume the costs of enterprise applications will be dropping even lower, which will squeeze the market even further. Total Solution Financing refers to an initiative in
11/4/2002

ERP for Distribution Industries Software Evaluation Report


DISCOUNTING: ERP for Distribution Industries Software Evaluation Report allows you to compare and analyze the features, functions, and services of multiple enterprise software solutions. Vendor responses are comprehensively rated on their level of support of for each criterion (supported, not supported, customization, future releases, etc.) to ensure you make and accurate and informed decision.

Selectica Joins NetSuite’s Configure-Price-Quote Fray » The TEC Blog
rules that control sales discounting, bundling, and other promotional pricing. Selectica uses its own Web services team to integrate with NetSuite. The configuration engine is the same that the company has had since 1996 and it still supports marquee global manufacturing and high-tech customers. Needless to say, the engine has since received a number of updates and enhancements. The product’s front end is now in HTML5, so it is mobile ready and integrated with NetSuite. Selectica is a SuiteCloud

DISCOUNTING: apttus, bigmachines, clm, configure one, configure price quote, contract management, cpq, CRM, ERP, industry watch, NetSuite, q2o, salesforce.com, selectica, SuiteWorld, TEC, Technology Evaluation, Technology Evaluation Centers, Technology Evaluation Centers Inc., blog, analyst, enterprise software, decision support.
23-05-2013

Global Trade Applications in Global Credit Crunch – Part II » The TEC Blog
(SCF) networks offering payables discounting and other financing methods may see an increase in adoption, as suppliers will seek low cost credit alternatives, and banks will be eager to lend against the balance sheets of companies with strong credit ratings; and Companies will put in place systems to take advantage of savings from FTA’s, which have proliferated in recent years, whereas companies have not put in place tools to manage them effectively. Negative Impacts: Decrease in overall volume of globa

DISCOUNTING: ERP, free trade agreements, global trade management, gtm, precision software, QAD, sap gts, tradebeam, TEC, Technology Evaluation, Technology Evaluation Centers, Technology Evaluation Centers Inc., blog, analyst, enterprise software, decision support.
12-01-2009


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