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Business-to-business Price Segmentation-Outlined and Explained
The central premise of price segmentation, especially in business-to-business environments, is that pricing should be consistent for similar deals. The process

price segmentation  . The process of price segmentation naturally starts with data integration. This means collecting quote or order transactional data, and enriching this data with extended information on customers, products, and competition. Moreover, price segmentation —determining how price outcomes vary based on customer, product, and order attributes—represents the foundation of some price management vendors' offerings that assist in making effective price decisions throughout most phases of the sales process. In 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 segmentation


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

price segmentation  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 Market Segment's Price Response , Advancing the Art of Pricing with Science , and Price Segmentation—Outlined and Explained . In general, 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 segmentation  response—a fertile environment for price segmentation and price optimization to produce the most profitable pricing on every transaction. For more in-depth information on the specifics of pricing and its strategies, please see Know Thy Market Segment's Price Response , Advancing the Art of Pricing with Science , Business-to-business Price Segmentation—Outlined and Explained , and So What's the Bottom Line on Price Segmentation? This is the last part of the series What if Companies Could Use Science Read More...
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 segmentation  response, it can employ price segmentation to quantify how response varies across the market based on the customer, product, and deal circumstances associated with each transaction. Once the enterprise has determined which circumstance, or deal attributes, affect price outcomes in a customer's market, the company can use price optimization to help it align prices within each segment, and to differentiate prices across the segments, which improves consistency and profits. Once a company has determined how Read More...
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

price segmentation  Rise of Price Management 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 leads to better results, many professional services firms have begun to focus on price Read More...
Applications Giants Bolster Their Pricing Management Capabilities
Previously price management was an overlooked area by vendors because they lacked the native capabilities to meet this need. However, through partnerships and

price segmentation  doing, while others do price optimization and planning, or offer methods for setting a better price. The following is a list of several pure-play vendors (some which have recently been acquired) that have carved out certain niches in the pricing space. Vendor Niche DemandTec Retail merchandize pricing and promotions. KhiMetrics (now part of SAP AG [NYSE: SAP]) Grocery and general merchandise pricing, promotions, markdowns, demand forecasting, and demand intelligence. Manugistics Expanded into many industr Read More...
Oracle Extends Oracle EBS with Endeca
Oracle paid a hefty price for Endeca Technologies in late 2011, but in addition to the product’s standalone sales, the up- and cross-sales opportunities in

price segmentation  Oracle paid a hefty price for Endeca Technologies in late 2011, but in addition to the product’s standalone sales, the up- and cross-sales opportunities in Oracle’s install base that can still come from Endeca’s big data capabilities seem immense. Thus far, Oracle’s retail and customer service solutions have benefited from  Endeca’s information discovery capabilities . Most recently, to help organizations make better operational decisions, improve process efficiency, and drive better cost and 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 segmentation  (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...
Getting an Update from BigMachines at Dreamforce 2010
Many recent TEC articles have talked about quote-to-order (Q2O) or configure, price, quote (CPQ) solutions that facilitate business-to-consumer (B2C) and

price segmentation  quote-to-order (Q2O)  or configure, price, quote (CPQ) solutions that facilitate business-to-consumer (B2C) and  business-to-business (B2B)  sales, thus helping companies sell more products and services faster.  A number of thriving vendors provide on-demand product configurator, pricing and quoting, proposal generator, and B2B eCommerce (self-service portals, product catalogs, etc.) software solutions. These Web-based offerings facilitate sales across their customers' diverse channels by Read More...
How to Find the Right Hosted CRM Vendor at the Right Price
Choosing an on-demand customer relationship management (CRM) vendor can be a daunting task, especially for the price conscious consumer who lacks the budget for

price segmentation  Vendor at the Right Price Choosing an on-demand customer relationship management (CRM) vendor can be a daunting task, especially for the price conscious consumer who lacks the budget for intensive research. A true CRM vendor should have pre-integrated sales, marketing, and customer support. Look for easy access to software free trials, and beware of hidden fees. Ultimately, researching the alternatives can save your company up to 50 percent of a solution’s total cost of ownership. Read More...
What Can Pure CPQ Vendors Do Now?
For a few years now, pundits have opined that the quote-to-order (Q2O)/configure, price, quote (CPQ) realm is not sustainable as a standalone enterprise

price segmentation  that the  quote-to-order (Q2O)/configure, price, quote (CPQ) realm is not sustainable  as a standalone enterprise software category. Lo and behold, in the course of recent months several leading CPQ vendors have been acquired. The recent  absorption of CPQ capabilities by multiple providers of enterprise resource planning (ERP) and other adjacent enterprise solutions (e.g., Infor, CallidusCloud, Oracle , etc.) should be sounding alarm bells for any remaining independent CPQ best-of-breed (BoB) Read More...
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

price segmentation  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. Read More...
Protecting and Nurturing Your Brand: Maintain and Grow Brand Value in a Time of Crisis
A strong brand can help achieve price premiums, retain customers, and attract top talent. But in times of economic instability, many companies trim costs around

price segmentation  brand can help achieve price premiums, retain customers, and attract top talent. But in times of economic instability, many companies trim costs around efforts such as brand building. Downturns, however, can be opportunities to strengthen brands—customer habits change, there is competitive consolidation, and new markets open. A number of brands will succeed in the downturn. Find out how yours can be among them. Read More...
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

price segmentation  they wanted at a price they were willing to pay. I realized that's what we needed at IBM, and when the company sent me to the MIT Sloan School of Management to get my master's degree, I dedicated that entire year to working on the subject, eventually turning my thesis into the book Mass Customization: The New Frontier in Business Competition , which came out in 1993. What was an oxymoron seventeen years ago and a new frontier eleven years ago is now the imperative for companies in industry after 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

price segmentation  vendor's proprietary, science-based Precision Price Segmentation TM and Dynamic Data Aggregation TM ( DDA ). To learn more about Zilliant and its offerings, please see What if Companies Could Use Science to Align Prices to Market and Maximize Margins? and How One Vendor Parlays Price Variation into Profit Improvement Opportunities . Zilliant Precision Pricing Suite ( ZPPS ) combines proprietary pricing science with analytics and workflow automation to support the pricing process continuously throughout Read More...

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