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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own pricing power and achieve extraordinary business advantages. As another example, in 2010, PROS Holdings ’ B2B pricing software customers outperformed the S&P 500 returns by a whopping 230 percent. Now more than ever, pricing needs to be a core competency, not a constituent part (e.g., routine price lists creation) of an enterprise system. Today, with the proliferation of products, suppliers, customers, and segments and the sophistication of buyers, there are more pricing decisions to make than ever