Conventional wisdom would suggest that pricing, as a key component of a business’s financial performance, is a critically important discipline within any enterprise, touching many departments, from sales and marketing to finance. And yet, does anyone know whether their company is making the best pricing decisions? TEC Principal Analyst P.J. Jakovljevic is encouraged by the growing awareness and adoption of pricing technologies among B2B enterprises.
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peer pricing, cost-plus pricing, comparison pricing, etc. These are the traditional ad hoc pricing methods that are proving to be detrimental in this day and age of sophisticated, but fickle, customers. In addition, a lack of uniform, scientific pricing and goals and a lack of complete, relevant, and timely data further add to the pricing problems that most companies in manufacturing, services, and distribution industries face. B2B segmentation factors can be related to customers (e.g., region, industry,