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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

pocket price waterfalls  the notion of the pocket price waterfall , which displays how much actual revenue enterprises really keep in their pockets from each of their transactions with customers. These pocket prices help companies diagnose and capture missed pricing opportunities. To be clear, a pocket price is a financial description of the price paid after direct selling costs have been subtracted, which is the money the company puts in its pocket . Further, a pocket margin is a financial description of the margin that gets Read More
Configure Price Quote (CPQ)
Configure, price, and quote (CPQ) solutions (sometimes known as quote-to-order, or Q2O, systems) help drive sales effectiveness by supporting configuration and pricing activities and the generat...
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Documents related to » pocket price waterfalls


The Case for Pricing Management
Savvy and dynamically optimized pricing can mean the difference between survival and failure. In many environments it might be smarter, quicker, and more useful

pocket price waterfalls  additionally subtracting from the pocket price any direct product costs, and costs incurred specifically by serving the customer in question. This would help enterprises identify which customers are more profitable (and worth nurturing), and which should conversely be approached more aggressively, even at the risk of losing their (nonprofitable) business. Lately, for instance, in the specialty chemicals segment, tighter markets and rising costs for raw material and energy have given sellers the leverage Read More
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

pocket price waterfalls  such as net and pocket margin, and also relative to each line item's peer group, as determined by price segmentation. One benefit is that bad deals no longer slip through unnoticed. Another is that more effective quoting and negotiations that will increase the margins of good deals, all while improving the efficiency and consistency of the associated processes, are encouraged. Finally, ZPPS Deal Manager enhances the customer relationship life cycle beyond initial negotiations via agreement compliance Read More
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

pocket price waterfalls  Do we analyze our pocket prices in price waterfalls to understand the costs that are eating away at our margins? Do we have a centralized, unified place that brings all the pricing, margin, and transaction data together for analysis? Do we provide our sales channels clear, segment-specific discounting guidelines and targets? Do our salespeople offer discounts outside of these margin guidelines? Do we have processes to enforce guidelines and handle exception review and approval? Do our sales channels and Read More
Will User Enterprises Ever Get onto an Easy (Support and Maintenance) Street?
Vendors' traditional pricing strategies aren't going to work much longer. Sooner or later, prices will be determined by what the market is ready to bear rather

pocket price waterfalls  User Enterprises Ever Get onto an Easy (Support and Maintenance) Street? A series of articles published at the end of 2005 highlighted at great length a conundrum on price per value that has long affected enterprise application vendors and their users. Specifically, while vendors would like to have well-oiled business models that promote stable and recurring revenue streams (which in turn would ensure future product and service enhancements), users favor freedom of choice (in terms of which vendors Read More
i2’s Aspect Acquisition Not Overpriced
In March, i2 Technologies announced it would acquire Aspect Development Corporation and a smaller vendor, Supplybase, Inc. Though the record offer price – $8.6

pocket price waterfalls  Aspect Acquisition Not Overpriced i2's Aspect Acquisition Not Overpriced S. McVey - April 13th, 2000 Event Summary Giving analysts less than a week to prognosticate on its new alliance with IBM and Ariba, i2 Technologies announced it would acquire B2B collaboration software makers Aspect Development Corporation and Supplybase, Inc. i2 agreed to pay a staggering $9.3 billion in stock for Aspect, a sum that eclipsed Computer Associates' $4 billion bid for Sterling Software announced less than a month Read More
The Incredibly Shrinking Platform--and Price!
The transformation to a new supply chain technology market wave is already occurring. That’s good news for some and bad for others. This article describes the

pocket price waterfalls  supply chain management solutions,supply chain management system,supply chain management systems,supply chain management technology,supply chain management tools,supply chain management transportation,supply chain managment,supply chain optimization,supply chain processes,supply chain procurement,supply chain software,supply chain strategy,supply chain management software providers,supply chain management software,supply chain management services Read More
Content Management System Pocket Guide
As with any project, implementing a new content management system (CMS) for your web site must start with a set of ideas outlining the types of services

pocket price waterfalls  Management System Pocket Guide As with any project, implementing a new content management system (CMS) for your web site must start with a set of ideas outlining the types of services, capabilities, and desired outcomes you wish to have. Choosing the right Web CMS will undoubtedly take some time, but with the proper guidance—and this handy system pocket guide—you’ll be on your way to a successful implementation and a number of new opportunities. Read More
Finding Opportunity in Rising Fuel Costs: Strategies for Industrial Equipment Companies
The rising price of fuel has set in motion a series of more profound changes for both consumers and industry. But those companies that take comfort from the

pocket price waterfalls  Opportunity in Rising Fuel Costs: Strategies for Industrial Equipment Companies Sage North America supports the needs and challenges of more than 3.1 million small and mid-sized business customers. Our software and services support accounting, operations, customer management, human resources, time tracking, merchant services and the specialized needs of the construction, distribution, healthcare, manufacturing, nonprofit and real estate industries. Source: Sage Resources Related to Finding Read More
Outsourcing Best Practices-A Primer on Outsourcing Governance
The cardinal sin of outsourcing governance is to focus entirely on the mechanics and the price. If you do that, you’ll squander the true potential of the

pocket price waterfalls  outsourcing,outsourcing best practices,easy outsourcing,help desk outsourcing,outsourcing information,outsourcing management,strategic outsourcing,outsourcing solutions,outsourcing articles,process outsourcing Read More
Two Vendor Execs Discuss the Current B2B Pricing Market (and its Future)
Why are some companies still managing their prices with spreadsheets—and leaving their single most important profit lever to such inadequate if not harmful

pocket price waterfalls  Vendor Execs Discuss the Current B2B Pricing Market (and its Future) Based on the upbeat results of some business-to-business (B2B) pricing vendors in 2011, one could easily assume that the pricing software market’s value proposition is well known and accepted by companies en masse. At least in the retail sector this assumption could be validated by IBM ’s recent acquisition of the retail pricing and assortment optimization leader DemandTec . But as the title of my recent article intimates, the Read More
Cart32 in Need of Duct Tape
With a gaping security hole, anyone using Cart32 can buy all kinds of stuff for free, or whatever price they feel like paying.

pocket price waterfalls  in Need of Duct Tape Cart32 in Need of Duct Tape L. Taylor - August 28, 2000 Event Summary With well over 300 websites using Cart32, it's rather shocking that the big security hole that was reported by Bunny69 back in May still exists in Cart32. Bunny69 reported this hole on May 22 to the SecurityFocus Bugtraq security bugs list, and as of today, we have found Cart32 sites still using this blatantly insecure product. To change the price of a product being sold using Cart32, on the page that has the Read More
What if Companies Could Use Science to Align Prices to Market and Maximize Margins?
Zilliant, a data-driven, price management software provider, aims to enable business-to-business companies to optimize revenue and margins through decision

pocket price waterfalls  if Companies Could Use Science to Align Prices to Market and Maximize Margins? Almost all companies need to manage pricing and margins with the same precision and control that they use to manage manufacturing and procurement costs. While there are numerous pricing-related, statistical techniques and process models in the public domain and in academia, getting such systems to work in the real world is no small feat. Areas where this is especially true are the airline, hotel, retail, and Read More
SignalDemand: Dealing with Supply- and Demand-side Pricing Matters - Part 2
Part 1 of this blog series described the conundrum that commodity-based manufacturers encounter when it comes to determining the best price, production mix, and

pocket price waterfalls  Dealing with Supply- and Demand-side Pricing Matters - Part 2 Part 1 of this blog series described the conundrum that commodity-based manufacturers encounter when it comes to determining the best price, production mix, and volumes . It also introduced SignalDemand, Inc., which applies math and science to the problem of price and margin optimization software for large-scale manufacturers. SignalDemand stands alone as the only provider of price management and optimization software that takes Read More
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.

pocket price waterfalls  s Your Global Market Price? 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 favored a free intercourse with all the worlds. They have conceived that they Read More

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