March 11, 2014
While most folks know that the price waterfall is a best practice to analyze/monitor and manage B2B pricing, it can also be utilized in an algorithm-based approach to quickly identify profit improvement opportunities by using your existing transaction data. Considering that most companies have 3-5 elements that are typically negotiated/variable in a deal/quote, variation in one or several of those elements can lead to significant variation in margin across the 1,000’s of deals a company executes. Understanding the specific instances of variation is a very powerful way to enable specific actions to increase profits. Watch the short video below for an outline of this approach.