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...
You Don’t Have to Be a Math Whiz When Segmenting for Price Optimization … But That Helps Too
- April 13, 2018
- David Anderson
Even without using science or math-based customer segmentation, basic price optimization can still drive significant value for B2B....
The B2B Strategic Pricing Agenda
- March 9, 2017
- David Anderson
No matter the situation, the question always is: “What should I be focused on to drive value with pricing?”...