A recent IBM study cites that getting closer to customers is a top priority for 88% of business leaders. Everyone gets it: to be successful organizations must understand customers, meet their needs, and do it in a in a way that builds trust. To ...
In our June webinar, Tom Lucke, Managing Director of Value Management Advisors, talked with us about how top companies put significant effort into understanding value early on during product development. To see this webinar On-Demand, please ...
Many buyers are concerned when they hear that one of their suppliers has a new focus on pricing excellence and is implementing pricing software, whether this be a value-based platform like LeveragePoint or an analytics and optimization platform ...
Ask the Expert with Dr. Tom Nagle: Having a conversation on value
TWO QUESTIONS FROM A SPECIALTY CHEMICALS COMPANY
Q. Some of our customers require a price quote before they will have any discussions with us where we can introduce a ...
The Professional Pricing Society, the leading organization supporting the development of pricing excellence and pricing professionals around the world, held its 2012 Spring Conference last week in Chicago. We observed three main themes after ...
Guest Post by Stephan Liozu
For the past ten years, practitioner’s published literature have highlighted the existence of numerous pricing myths. Many of them have disappeared with the modernization and professionalization of the pricing ...
In our April webinar, Jim Geisman, Founder and Principal of Software Pricing Partners, talked with us about how the nuances of complex sales negotiations and ideas that can save you valuable time, money and aggravation. This is part two in a ...
Companies invest in pricing software for many reasons, but one of the most common is the desire to optimize prices at a granular level, and charging the “right price” for each customer. But what is the right price, and how can one know one has ...
In our April webinar, Jim Geisman, Founder and Principal of Software Pricing Partners, talked with us about how the nuances of complex sales negotiations and ideas that can save you valuable time, money and aggravation. This is part one in a ...
You Don't Need to "Throw in the Towel"
Guest post by Stephan Liozu
Pricing can be a complex process. Many industry managers also consider pricing to be a headache, and some firms have even “thrown in the towel.” They complain that they have ...