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14 Steps To End the War Between Sales & Marketing

Guest Post by Ian Smith We have all heard the rhetoric. If these marketing guys had a target on their backs they would understand what pressure was really like! The sales team is just lazy. They never follow up on our sales leads (goal ...

A Demonstration of Best Practices For Value Modeling

Strategic pricing experts advise B2B companies to set prices based on their tangible economic value. This approach, known as Value-Based Pricing, has proven to be more profitable than either traditional cost-plus or competitive pricing methods. ...

How You Can Measure Value and What It Means to Your Business

Companies often struggle with the critical but difficult task of quantifying the economic value their offering brings to their customers' bottom line. The following is an excerpt from Stephan Liozu's article "Value and Your Business", which was ...

Common Competitive Pricing Intelligence Questions Answered

Ask the Expert: Follow Up From September 2012 Webinar Our latest webinar, "Competitive Intelligence and Pricing", featured Brian Clarke, VP of Pricing Evaluation at IDC, who described the changing landscape of competitive pricing ...

How To Deal With Aggressive Discounting Competition: Ask the Expert

Guest Post by Chris Provines, Founder at Value Vantage Partners The post below is a response to an interesting question sent to our pricing experts. Q: The marketplace I compete in uses discounting to create value for the end user. ...

Quantifying the Value of Social Media

HootSuite CEO Ryan Holmes published an interesting article on Fast Company that examined the misguided perception in the C-suite that social media is harmful to the bottom line. As he puts it, "Without a push from the top, many of the biggest ...

Bridging the Gap With Value Modeling

Guest Post by Stephan Liozu Firms are composed of various departments, functions, departments, regions and divisions. It is therefore not uncommon to find information silos, mini “kingdoms” and turf perimeters leading to breakdown in ...

Promoting Value Propositions with Social Media

Why Understanding Value is Critical for Revenue Performance Management Revenue Performance Management (RPM) is transforming B2B marketing, and how marketing and sales processes interact. The transformation is being driven by a profound ...

Big Data Meets Pricing

"Big data is where cloud computing was 5 years ago..." Quoted from a recent conversation with an executive at a major cloud infrastructure company. That statement strikes us as a bit surprising because some large enterprises are still trying ...

10 Pricing Mistakes Suppliers Make With Procurement

Guest Post by Jerry Bernstein. This was originally published in the Sept 2010 edition of 'The Pricing Advisor' Customers who involve procurement in their purchases are in a stronger position to gain price concessions from their ...

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