SPA Pricing Education, Analytics & Decision Making Tools Webinar Series

Tag: B2B

Business-to-Business (B2B) Pricing Strategy Research – Part 1 | Business2Community

Business-to-Business (B2B) Pricing Strategy Research – Part 1 | Business2Community

When developing the optimum pricing strategy in business-to-business (B2B) markets, it’s essential to have insights into how the market is likely to react when a product or service is sold at different price points. That’s where market research comes in. It informs pricing strategy by revealing likely levels of demand, revenue and profitability under different […]

Pricer’s Points: Dos and Don’ts in B2B Pricing | Stephane Bratu

Pricer’s Points: Dos and Don’ts in B2B Pricing | Stephane Bratu

1. Work on coordinating pricing strategy with product management: Product rationalization is important and it is often the case that a distributor has too many vendors for the same type products (instead of having 3 vendors: good/better/best they might have 5 vendors). As we have seen many times, the distributor’s pricing effectiveness weakens because the purchasing […]

Why You Shouldn’t Treat B2C Like B2B In Your Marketing (and How to Fix It) | The Huffington Post

Why You Shouldn’t Treat B2C Like B2B In Your Marketing (and How to Fix It) | The Huffington Post

If you’re a product-based business, chances are you cater to two sets of clients: B2C (retail) and B2B (wholesale). And while you most likely realize these are two totally different types of customers for your business, have you ever considered how you market to each of them? It might feel like i’m ridiculous for even […]

What B2B CFOs Can Learn from B2C Pricing | CFO

What B2B CFOs Can Learn from B2C Pricing | CFO

Successful pricing strategies strike the right balance between the value attributed to a product or service by the buyer and the seller. Rideshare companies like Uber and Lyft have found this balance with their dynamic pricing models that fluctuate with demand. Each Saturday night, a safe drive home is perceived as more valuable than a […]

Build Trust and Get Better Vendor Pricing | Enstoa.com

Build Trust and Get Better Vendor Pricing | Enstoa.com

Trust is important. This is especially so in the construction industry where collaboration with external parties is critical to project execution. According to a 2014 Box.com study “The Information Economy: A Study of Five Industries,” the construction industry—more so than other industries—relies upon collaborating with a large, distributed group of vendors to deliver complex projects. […]

Customer Outcomes Shift B2B Pricing Strategies | TeleTech

Customer Outcomes Shift B2B Pricing Strategies | TeleTech

Traditional buyer-seller relationships are focused on operations and efficiency. How cheaply or efficiently can a vendor meet a service level? It is also about “winning.” How much can one party get out of the other? Successes is measured by SLA adherence and other operational results, without a customer in sight. That way of thinking just […]

How to Negotiate B2B Pricing and Close a Deal Like a Pro | Techstars

How to Negotiate B2B Pricing and Close a Deal Like a Pro | Techstars

This is a short primer on how to conduct a successful price negotiation with your B2B client. Paradoxically, most of the work required to close a deal — is done BEFORE the negotiation itself. Two key factors to a successful outcome, that of closing a deal, are: The right attitude (tips 1 to 3) Be prepared: do […]

Have the Courage to Price Strategically | Strategic Pricing Solutions

Have the Courage to Price Strategically | Strategic Pricing Solutions

I recently had a conversation with an executive of a B2B company who said they want to price more strategically. The company currently sets prices using a cost plus methodology, and they have heard repeatedly there is a better way. When we discussed some of the implications of pricing strategically, including pricing to value rather […]

Price Discounting – The Dark Side of Customer Loyalty | Lift PhD

Price Discounting – The Dark Side of Customer Loyalty | Lift PhD

The benefits of customer loyalty are well accepted among managers and demonstrated by research – repeat business, positive word-of-mouth, and even less price sensitivity. In fact, research shows that companies with loyal customers are able to charge higher prices. Yet, it may not all be rosy in the world of customer loyalty. When negotiations enter […]

Justin Murphy – The B2B Pricing Opportunity (Video) | Bain & Company

Justin Murphy – The B2B Pricing Opportunity (Video) | Bain & Company

Pricing is a massively underdeveloped opportunity for most companies. Justin Murphy, a partner in Bain’s Customer Strategy & Marketing practice, discusses how B2B businesses can overcome commonly held beliefs that may deter them from using pricing to boost profits. Read complete article here: Justin Murphy: The B2B Pricing Opportunity – Bain & Company.