Archives tagged: B2C
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.
More 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.
More 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.
More You charge a higher price for a more reliable product if reliability is perceived as a benefit by the customer. But how do we to make a customer perceive reliability as a benefit?
More We’ve explored what decoy pricing is and how to recognize it, now let’s get into how to do it profitably.
More “You cannot sell on value to everyone. We realized this hard fact of life after a draining annual negotiation with a major Chinese OEM (let’s name them Firm X). At the negotiation we were fighting for multiple lines of businesses.” So what can you do? A closer look at B2B price segmentation on buying behavior.
More SaaS, DaaS, IaaS, and other “X-as-a-Service” business models are proven market disruptors in information technology industries. Executives at enterprise IT solution providers are creating, adapting, or adjusting to competitors’ XaaS business models. But successfully implementing an XaaS business model requires a new approach to both pricing and revenue capture for IT services. What is that new approach?
More Despite abundance of available and accessible literature, value-based pricing (VBP) as a concept remains mystified. The key reason is the difficulty of implementation. This article’s aim is to provide the reader a concise review of the ‘do’s and ‘don’t’s of VBP.
More In the December 2005 edition of this journal, I wrote about some of the developments and milestones that were witnessed in The…
More Much to their detriment, many businesses in B2B markets consider issues of consumer buying behavior theory irrelevant. While much of customer lifecycle…
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