Archives tagged: B2C

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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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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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Charging a Premium for Reliability

By Anirban Sengupta November 24, 2014

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?

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Decoy Pricing Part 2: Profitable Implementation

By Anirban Sengupta June 9, 2014

We’ve explored what decoy pricing is and how to recognize it, now let’s get into how to do it profitably.

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Customer Segmentation by Purchasing Process and Strategy Part One

By Pravin Vemuri and Anirban Sengupta January 7, 2014

“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.

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Pricing for Consumption Economics

By Tim J. Smith, PhD November 4, 2013

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?

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Value-Based Pricing 101

By Anirban Sengupta October 2, 2013

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.

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Fractional Ownership: The Renaissance of TimeShare

By Tim J. Smith, PhD July 1, 2006

In the December 2005 edition of this journal, I wrote about some of the developments and milestones that were witnessed in The…

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Customer Lifecycles

By Tim J. Smith, PhD May 13, 2002

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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