Archives tagged: B2B

How to Raise Prices

By Kyle T. Westra January 16, 2020

I recently fielded a question from a former client who was looking for advice on how to raise the price of a…

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Strategic Movements: August 2019

By Tim J. Smith, PhD August 16, 2019

Online Grocer Pricing Thrive Market requires a $60 annual fee and offers free shipping for orders over $49. Public Goods requires a…

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Retroactive Rebates: Decision Inexactitudes

By Tim J. Smith, PhD April 30, 2019

Since rebates are accrued and paid to customers later, one could state that all rebates are “retroactive” in that they impact the effective pocket price captured after the invoice is issued, and generally are issued after the invoice is paid. But that is too broad of a definition of “retroactive rebates.”

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Fixed vs. Variable Pricing

By Kyle T. Westra October 30, 2018

Home Page Text Tailoring price according to willingness to pay is theoretically sound but culturally still questionable. It’s important to determine how your customers will react to such variable pricing when deciding whether to have price variance, and by what characteristics.

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When Price Doesn’t Matter

By Kyle T. Westra March 26, 2018

If you find yourself in this situation, reducing price can help to clear existing inventory but it will not solve the fundamental problem of lacking a product that people want. Better to preserve what profits you can and invest them into developing a product that addresses a customer need.

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Building High Quality Pricing Systems

By Pravin Vemuri October 18, 2017

These systems typically flow into order management systems and are sometimes built on top of them, or contained within them but often they are stand-alone and talk to the order management system through some standard interface (API). The industry term is CPQ (Configure-Price-Quote), also called pricing or quoting engines.

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Strategic Movements: April 2017

By Tim J. Smith, PhD April 12, 2017

What can sales managers do to reduce the risk of account loss? According to their research, putting top salespeople on the account doesn’t do the trick at all. Rather, putting a person familiar with the account’s industry on it, even if their past sales performance is average or even below average, can almost eliminate the risk of account loss.

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B2B and B2C Ecommerce Trends Witnessed at Internet Retailer 2016

By David Dalka August 3, 2016

Adrienne Hartman, Director of Ecommerce & Customer Insights at J.J. Keller & Associates talked about how B2B Ecommerce cannot be solved only by software alone. (I agree with her) She also talked about using Google Manufacturing Center. She encourages you to ask, “How well can buyers use your site?” It is clear that her words come from an employee of an organization with a strong culture.

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Designing a Product Roadmap-II

By Anirban Sengupta March 4, 2016

It is not expected that all the dates mentioned in the product roadmaps are hard deadlines. An audience is cognizant of the fact that sometimes product launches can get delayed due to unforeseen reasons. Yet consistently not sticking to the roadmap may lead the audience to question a firm’s credibility. A great idea would be to backdate the roadmap, to some extent, to demonstrate the compliance so far and then to open up the future.

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Semiconductor Socket Wars – II

By Anirban Sengupta October 6, 2015

If a customer doesn’t need to make design changes to change the chip in a socket they are likely to continuously engage with multiple competing suppliers – not just to get the best price but also to secure supply. In fact in some cases customers are reluctant to design in proprietary chips, as they believe that having a single supplier for a product is very risky!

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