Featured Article

Xylem Pricing Spineometer: 3 of 5 Vertebrae

By Tim J. Smith, PhD December 17, 2024

Xylem, a global water treatment company, had a positive Q3 2024. Revenue rose 1.3 % to $2.1 billion and earnings before interest and taxes rose 47% to $280 million over the same period last year. A review of Xylem’s 31 October 2024 earnings call and associated financial reports provided insight regarding the importance of pricing on performance. Mathew Pine, the CEO of Xylem since January this year, was proud of his team’s…

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In This Issue

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Understanding the Fundamentals of Managed Availability

By Tim J. Smith, PhD March 17, 2004

The amount of data at our disposal can only be described as fantastic, increasing dramatically every day, as does the degree to…

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The Case for Price Discrimination

By Tim J. Smith, PhD March 3, 2004

It is a simple fact: different customers will place different values on your offering. Some will greatly value your product or service…

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The Licensing Model

By Tim J. Smith, PhD March 3, 2004

In an earlier edition of The Wiglaf Journal Bob Brill and Carmen Patti, of Patti and Brill LLC, discussed the key role…

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Creating Markets: Partnering with Value Creators in Sales Channel

By Tim J. Smith, PhD February 18, 2004

For many executives, the question of sales channel selection and management is framed as a question of determining the best means to…

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