Tag: B2B

Pricing Perogative: Most Companies Call Pricing a High Priority, But 85 Percent Say They Have Significant Room for Improvement | Bain & Company

Pricing Perogative: Most Companies Call Pricing a High Priority, But 85 Percent Say They Have Significant Room for Improvement | Bain & Company

Bain & Company conducted a global survey of sales leaders, vice presidents of pricing, CEOs, CMOs and other executives at over 1,700 companies, collecting their self-rating of 42 pricing capabilities and outcomes to understand which pricing capabilities matter most. The analysis showed that top performers are more likely to exceed their peers primarily in three […]

A Survey of 1,700 Companies Reveals Common B2B Pricing Mistakes | Harvard Business Review

A Survey of 1,700 Companies Reveals Common B2B Pricing Mistakes | Harvard Business Review

Pricing to the Average Is Always Wrong One-size-fits-all pricing actually fits no one. Yet it is not unusual for sales executives to admit that their ability to tailor prices at the customer and transaction level is rudimentary, or that they are not even aware of how much margin they make on deals. By contrast, more-advanced […]

Moving your B2B sales model online? Here’s what you need to consider | ITProPortal

Moving your B2B sales model online? Here’s what you need to consider | ITProPortal

How important is your website in your sales process? If your organisation uses highly customised pricing or you are bound by agreements with distributors, you may use your website as a catalogue of rich product content but don’t allow buyers to purchase goods online. These sites work best as search-engine friendly catalogues used to generate […]

How Revenue Recognition Impacts Pricing Strategies | CFO

How Revenue Recognition Impacts Pricing Strategies | CFO

In today’s customer-centric subscription economy, pricing and packaging can provide a winning edge. Companies using the subscription business model are using this key customer-touching aspect to differentiate their offerings. The more successful ones tend to offer plenty of flexible pricing and payment options. These companies think of pricing and packaging in the same way that […]

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 […]