Do you deliver value that is not captured in price? Do you provide services that are under-appreciated by your customers? If you answered “yes,” you have lots of good company. We constantly see organizations miss the potential to capture value because of misaligned price metrics, offering extra services above and beyond contract agreements, all you can eat offerings, and poor… Read More
Mayuresh Saravanakumar lays out his framework in the video below for creating a simple approach to pricing analytics success: Identify, attack, and monitor. See also Mayuresh’s other blogs on pricing analytics including examples analyses and dashboards here.
In the previous three articles in the series What Gets Measured Gets Done, we discussed some basic reporting that every pricing and/or sales operations team should use to drive improved profits for the business. In this last article of the series, we are going to talk about uncovering the drivers of discounting and the effectiveness of an organization’s profit improvement initiatives… Read More
In my previous blog post, “Discounting Control Tool of Choice- The Price Plot” we discussed how a price plot, a very simple tool, can help an organization uncover very deep insights. This week we are going to discuss how to develop pricing and revenue dashboards. These are again comparatively easy to develop, and will have a profound impact on decision-making in… Read More
Last week in my blog post “What Gets Measured Gets Done”, we discussed how important it is to measure pricing data to support insightful decision making. As a continuation of last week’s article, let’s discuss the approach we took for one of our clients – specifically the price plot. We prepared a price plot to understand the overall discounting culture… Read More
One of our large, multinational clients was aggressively addressing the discounting culture pervasive in the organization. With various verticals, multiple product lines and more than 10,000 customers they were struggling to measure the effectiveness of the various pricing initiatives and identify areas to prioritize efforts for maximum impact. Because of the magnitude and complexity of the organization, they got stuck in the… Read More