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Differentiation through Service Excellence
With products increasingly becoming commodities, chief executive officers (CEOs) recognize that first-rate customer service is key to enhancing customer

price differentiation  around the globe, and price advantages can be instantly eroded because of ubiquitous access to Internet-based shopping. High-quality service can be a differentiator as the rules of competition change. The definition of high-quality service changes from one industry to the next, but might include, for example: The customers ability to communicate with knowledgeable and helpful call center staff Completely fulfilling service-level agreements (SLAs) Rapid processing of warranty claims Exceeding Read More...
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 » price differentiation


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

price differentiation  However, the terms customer price sensitivity and elasticity often carry with them the negative connotations associated with exploiting willingness to pay. While this may be an accurate description of business-to-consumer (B2C) pricing dynamics, willingness to pay and sensitivity are not major factors in business-to-business (B2B) pricing. Conversely, B2B market prices reflect a range of qualitative and quantitative factors: product-service differentiation and associated value, competition, Read More...
How One Vendor Parlays Price Variation into Profit Improvement Opportunities
Rather than sticking to such outdated and speculative pricing practices as

price differentiation  more sophisticated approach to price differentiation based on price segmentation to maximize margins. Paralleling the product and price complexity and the number of combinations is the complexity of transactional processes and systems. The typical scenario usually includes a combination of standard transactions processed in multiple enterprise resource planning (ERP) and order management systems combined with a large number of ad hoc exceptions executed through spreadsheets, manual system overrides, and 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.

price differentiation  hour. The same basic price for workers in India and China—except that they are doing manufacturing to computer programming at those prices. If you make $14, 560 a year from Wal-Mart or Home Depot, you are considered at the poverty level in the US. Yet this salary is a bonanza in many other parts of the world. The discussion is that once China lets their currency float, their prices will go up ... but we think that is a false assumption. First, India and China still have massive unemployment and a huge 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

price differentiation  the desired impact on price capture. The construction of pricing metrics that align with how one’s customer captures value is a critical part of value modeling and can help to uncover new ways to price. For example, WR Grace sells concrete additives by the bag, but the metric used to understand differentiated value to the contractor is the surface area of the floor. LeveragePoint provides tools to translate between different metrics. The move toward “Customer Capitalism” to use Roger Martin’s Read More...
Merchandising Systems RFI/RFP Template
Inventory Management, Inventory Optimization, Price Management, Revenue Management, Master, POS, Reports and Inquiries and Product Technology

price differentiation  Inventory Management, Inventory Optimization, Price Management, Revenue Management, Master, POS, Reports and Inquiries and Product Technology Read More...
Rimini Street: The End of Full-price Software Maintenance Is Here!
In a recent press release, Rimini Street boldly declared the end of full-price software maintenance. The vocal and upbeat third-party software maintenance

price differentiation  to get the best price and service terms from Oracle and SAP. Even if this is a mere gimmick by Rimini Street, it cannot hurt a prospective support and maintenance customer to use the proposal to its advantage. It will be interesting to watch what Oracle and SAP do now, perhaps in a more creative way, as they've been rather tone-deaf thus far. Oracle and Rimini Street have been engaged in  counter-lawsuits about alleged intellectual property theft , and it is hard to predict the outcome of these. While Read More...
Vistaar Extends Its Engagement at Beam
In late October 2012, the price management solution developer Vistaar Technologies announced today that Beam Inc. has completed the third major phase of the

price differentiation  late October 2012, the price management solution developer Vistaar Technologies announced today that Beam Inc. has completed the third major phase of the Vistaar beverage alcohol pricing solution implementation . The latest phase should allow Beam to increase visibility across its entire value chain while managing multiple pricing protocols for 3,500 unique stock-keeping units (SKUs) across the company’s 75 US distributors. Since phase-one implementation in September 2009, Beam has reportedly used Read More...
Oracle Rolls Out Configure, Price, and Quote Enhancements for CPQ Cloud
Oracle announces new capabilities and features of its Oracle CPQ (configure, price, quote) Cloud solution that significantly enhance customers' sales force

price differentiation  Rolls Out Configure, Price, and Quote Enhancements for CPQ Cloud Oracle announced a set of new capabilities and features for the Oracle CPQ (configure, price, quote) Cloud solution. With the recent acquisition of BigMachines, Oracle added the formidable CPQ solution to its CX (customer experience) Cloud. The CX Cloud helps organizations manage the entire customer life cycle, from lead to quote through to customer service. The latest release enhances the Oracle CPQ Cloud solution in a number of areas Read More...
Competitive Differentiation Through Innovation in Business Intelligence
In many organizations, the gap is widening between the data that is available to business professionals—both from internal and external sources—and their

price differentiation  Differentiation Through Innovation in Business Intelligence In many organizations, the gap is widening between the data that is available to business professionals—both from internal and external sources—and their ability to transform that raw data into information and use and analyze it to support business decisions. In this paper, you will learn what separates the leading companies from the rest when it comes to exploiting innovative technologies in business intelligence (BI) and Read More...
Recent Developments in One Price Management Provider's Business
A quality product offering doesn't guarantee success for any up-and-coming vendor, especially in a market requiring more awareness and depending on

price differentiation  Developments in One Price Management Provider's Business Zilliant , a data-driven price management software provider that focuses on business-to-business (B2B) enterprises, continues to take its science-based enterprise pricing solutions to higher levels. To learn more about Zilliant and its offerings, please see What if Companies Could Use Science to Align Prices to Market and Maximize Margins? , How One Vendor Parlays Price Variation into Profit Improvement Opportunities , and How One Provider's 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

price differentiation  month ago. Although the price dropped to around $8.6 billion at close of trading on the announcement date, the deal is still the largest software industry merger to date, though the valuation was met with skepticism by some Wall Street observers. Aspect had $95 million in revenues in fiscal 1999, making i2's offer price nearly one hundred times its revenue, a multiple that dwarfs that paid by Computer Associates for Sterling. Clearly, i2 based its offer on the potential for capturing part of the $100 Read More...
Quote-to-Order (Q2O) Systems Software Evaluation Report
Quote-to-order (Q2O) solutions (sometimes known as configure, price, and quote or CPQ) enable manufacturers to mobilize their mass customization initiatives

price differentiation  (sometimes known as configure, price, and quote or CPQ) enable manufacturers to mobilize their mass customization initiatives. These systems can reduce time-consuming quoting and ordering processes, decrease unit costs, and lower sales costs. Q2O suites can further help enterprises increase sales effectiveness across all channels. These solutions help companies that sell complex products and services shift their focus to customer-facing sales and service issues. Read More...
Choosing the Right Financial Performance Management Solution
It doesn’t make sense to buy software based on price alone. Selecting a specific preferred vendor or spending as little as possible is the wrong choice if

price differentiation  buy software based on price alone. Selecting a specific preferred vendor or spending as little as possible is the wrong choice if people will not use the purchased product and it winds up as “shelfware,” or if it hampers productivity and is an ongoing drain on resources. Learn the five questions financial professionals should ask before choosing a financial performance management (FPM) solution. Read More...

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