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The Rise of Price Management
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 profit/loss drivers.
The Rise of Price Management The Rise of Price Management Olin Thompson and P.J. Jakovljevic - April 4, 2006 Read Comments The Rise of Price Management The previous note, The Case for Price Management , dealt with explaining the inadequacy of glorified price and discount list capabilities coming from traditional enterprise resource planning (ERP) and accounting back-office systems. Given the prospective upsurge of pricing solutions demand, and the fact that an increased focus on change management often
Know Thy Market Segment's Price Response
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.
Know Thy Market Segment s Price Response Know Thy Market Segment s Price Response P.J. Jakovljevic - May 18, 2007 Read Comments Our analysis from early 2006 (please see The Case for Pricing Management and The Rise of Price Management ) brings us to the conclusion that almost all companies need to approach the management and optimization of their offerings (products or services) selling prices, discounting, and potential price increases with the same firmness they use to manage all manufacturing and
Quote-to-Order (Q2O) Systems
Quote-to-order (Q2O) solutions (sometimes known as configure, price, and quote or CPQ) enable manufacturers to mobilize their mass customization initiatives. These systems can reduce time-consuming...
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Documents related to
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.
So What s the Bottom Line on Price Segmentation? So What s the Bottom Line on Price Segmentation? P.J. Jakovljevic - May 28, 2007 Read Comments The core principle of price segmentation is that pricing should be consistent for deals with similar attributes, particularly in business-to-business (B2B) enterprises. Price segmentation is a process that quantifies similarities by empirically determining which deal circumstances affect price response. To learn more about price segmentation, please see Know Thy
What's Your Global Market Price?
Thoughts on global trade, outsourcing, and your pay--how we can stop the downward pressure on wages and salaries.
What s Your Global Market Price? What s Your Global Market Price? Ann Grackin - October 20, 2004 Read Comments Introduction The United States has nothing to fear from commercial engagement with the rest of the planet. Who said this? Alexander Hamilton , the first Secretary of the Treasury of the United States, and probably the one individual most responsible for the financial and commercial system we have lived under for over 220 years. He went on to say, The maxims of the United States have hitherto
How to Measure Customer Satisfaction
Organizations often rely on surveys and questionnaires to determine customer satisfaction ratings, but such methods merely offer a perceived customer rating. Obtaining a realistic measure of customer satisfaction involves computing a metric based on a composite customer satisfaction rating system.
How to Measure Customer Satisfaction How to Measure Customer Satisfaction Murali Chemuturi - April 13, 2009 Read Comments Project-based organizations place a lot of emphasis on customer satisfaction, and rightly so, as customer satisfaction is the key for improving these companies internal processes. A customer satisfaction rating (CSR) is often obtained through a questionnaire—the customer satisfaction survey (CSS). This method, however, suffers from the drawback of customers likely being emotionally
The Interview: Having an Experience with Joe Pine
Today's business climate is all about competition - we're lean, we’re mean, but competing on price is not where it’s at. How do you create a lasting identity and relationship with your customer through your processes from marketing, sales and supply chain to keep them loyal? A fascinating discussion with the author of "Mass Customization" and "The Experience Economy".
The Interview: Having an Experience with Joe Pine The Interview: Having an Experience with Joe Pine Ann Grackin - June 22, 2004 Read Comments Interview: Introduction ChainLink: Joe, please tell us a little about yourself. Joe : Well, I ve always been a bit of a geek. Worked on computers since elementary school in the 1960s, obtained an Applied Mathematics degree, went to work for IBM analyzing the performance of computers. But I soon found I liked being a generalist more than a specialist, and so angled
An Update on Zilliant (and the B2B Pricing Market, in General)
<!--StartFragment--> In this good, bad, and arguably recovering economy, many companies are looking to their pricing strategies and practices as a way to improve profits without necessarily repelling customers. Pricing is an important component of an enterprise’s business processes and financial performance, since companies in many industries can face a variety of pricing problems such as
An Update on Zilliant (and the B2B Pricing Market, in General) » The TEC Blog TEC Blog TEC Home About TEC Contact Us About the Bloggers Follow TEC on Twitter RSS Discussing Enterprise Software and Selection --> Fast, Accurate Software Evaluations TEC helps enterprises evaluate and select software solutions that meet their exacting needs by empowering purchasers with the tools, research, and expertise to make an ideal decision. Your software selection starts
Anatomy of a Decision: SAP vs. Oracle JD Edwards EnterpriseOne
There are many reasons beyond purchase price that influence an enterprise application investment decision. In an exploration of JD Edwards EnterpriseOne customers that also considered Microsoft Dynamics, Nucleus found that functionality, reporting capabilities, staff skill availability, and partner and vendor support capabilities were key factors driving a decision to invest in EnterpriseOne. Download the complete results of this analysis now.
Anatomy of a Decision: SAP vs. Oracle JD Edwards EnterpriseOne Anatomy of a Decision: SAP vs. Oracle JD Edwards EnterpriseOne Source: Oracle Document Type: White Paper Description: There are many reasons beyond purchase price that influence an enterprise application investment decision. In an exploration of JD Edwards EnterpriseOne customers that also considered Microsoft Dynamics, Nucleus found that functionality, reporting capabilities, staff skill availability, and partner and vendor support
Seven Magic Questions: How to Improve Your Win Ratio by Selling Value Instead of Price
There are many consultative sales methods. Each has unique strengths and techniques, but they all try to focus on what matters to the customer. To improve your win ratio, there are seven questions you must first be able to answer.
Seven Magic Questions: How to Improve Your Win Ratio by Selling Value Instead of Price Seven Magic Questions: How to Improve Your Win Ratio by Selling Value Instead of Price Tom Sant - September 25, 2006 Read Comments There are lots of consultative sales methods around. You may have been trained in one, or read a book about one that you particularly like. Each has its unique strengths and techniques. But they all have at least one thing in common. They try to get sales people to focus on what matters to
How One Vendor Parlays Price Variation into Profit Improvement Opportunities
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.
How One Vendor Parlays Price Variation into Profit Improvement Opportunities How One Vendor Parlays Price Variation into Profit Improvement Opportunities P.J. Jakovljevic - June 8, 2007 Read Comments Zilliant is a data-driven price management software provider that aims to help business-to-business (B2B) companies maximize revenue and margins using advanced price segmentation, optimization, and execution capabilities. To learn more, please see part one of this series What if Companies Could Use Science to
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.
Advancing the Art of Pricing with Science Advancing the Art of Pricing with Science P.J. Jakovljevic - July 22, 2009 Read Comments Though companies recognize the need for a better way to manage their pricing strategies, many continue to lose money by using archaic pricing methods. But there is a new approach beginning to surface in the market of price management. Science-based software can be leveraged to help companies create more accurate and complete pricing strategies in order to meet their margins.
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