The 40th Anniversary of the Most Important Rule in the History of Apple
- January 20, 2021
- David Anderson
January 1, 2021 marks the 40th anniversary of the implementation of one of the most important rules in the history of Apple. Apple had just gone public...
Back-To-Basics: Understanding the Relative Math of Price Improvement
- August 18, 2020
- David Anderson
I was meeting with a customer recently and found myself revisiting one of the original arguments for investing in pricing. It’s something most pricers are well...
Driving Value in Chemical Businesses with Commercial Excellence
- August 5, 2020
- David Anderson
While there are distinct differences between commodity and specialty chemical business processes, it’s actually quite typical for every chemical business to share the s...
Build vs Buy: Commercial Software or Build-Your-Own for Commercial Excellence
- June 9, 2020
- David Anderson
As businesses consider investment in software systems to automate front and back office business processes, many consider building a custom system with internal or third-...
Lessons in Commercial Excellence from SpaceX, Launch America
- June 1, 2020
- David Anderson
Along with many others, I huddled with my family this past weekend to watch the Launch America broadcast of the Crew Dragon manned space capsule on...
Hot Take: Don’t Use Excel to Manage Your Pricing
- March 2, 2020
- David Anderson
Early in my career, I was tasked with building and leading a new pricing team at a Fortune 500 company. One of the first things I...
The Lasting Relevance of Clay Christensen’s Innovator’s Dilemma
- February 3, 2020
- David Anderson
In case you missed the news last week, Clay Christensen has died. A giant both literally and figuratively, the 6’8” former basketball star was best known...
Operationalizing Price as Part of a M&A Strategy
- September 26, 2018
- David Anderson
Mergers and acquisitions have a substantial role in the growth strategy for most businesses. As much as pricing has historically been a focus of driving organic...
How Chemicals Companies Drive Value with Intelligent CPQ
- August 21, 2018
- David Anderson
Customer expectations in B2B are rapidly changing mostly based on buyers’ personal experience with convenient and rapid online shopping and e-Commerce transactions and ...
Top 5 Benefits of Incentive Management
- June 18, 2018
- David Anderson
Rebates and incentive programs are powerful tools for any B2B selling organization. Depending on your industry, they can be used to simply create directed incentives to...