Improve Deal Velocity with Digital Negotiation
Allowing customers to request a different price or terms via automation increases your chance of a transaction.
7 Key Truths About RFPs & Picking The Right Partner
What are the hard truths about software RFPs and the need to select the right provider on the basis of the long-term value they deliver?
Leading Water Technology Company Enables Value-Based Pricing with Vendavo
To improve profitability, a leading water technology company knew they needed to move away from a simple cost-plus approach and price their products by the value perceived. With more than one million product configurations across more than 150 countries however, that seemed a stretch goal. And it was, until they partnered with Vendavo. To price […]
Preparing for the Unknown: Scenario Planning for Pricing
This article originally appeared on Manufacturing.net. Even in the most stable of economies, the modern enterprise operates in extremely complex environments. But when markets reflect today’s current turbulence, it seems impossible to think of what MIGHT happen. The trick is, if you don’t make time to understand the impact of your range of options before you’re […]
Design a Digital Negotiation System in 5 Steps
While traditional face-to-face meetings might return to normal at some point, virtual and online sales is the new standard today. But despite rapid digital transformation, B2B e-commerce often fails to deliver a better customer experience than traditional channels. Insufficient product descriptions, lack of transparency into product availability, and slow response times are among the most […]
The Hidden Cost of Pricing Errors
“We should not look back unless it is to derive useful lessons from past errors, and for the purpose of profiting by dearly-bought experience.” – George Washington If you’re still setting and managing your customer prices with Excel or some other sort of home-grown system that requires a lot of manual input, you’re inevitably making […]
Get Your Price Optimization Project Moving With ‘The Expert Salesperson’
If everyone was an expert on everything no one would make mistakes.” – Ben Franklin, 1785 If you put a bunch of pricing professionals in a room, one thing they’d all agree on is that replacing manual or Excel based pricing systems with price optimization software would lead to substantial revenue gains and measurable profit […]
Leveraging Analytics During a Downturn
The economic impact of COVID-19 brings back memories of recent crises. We find ourselves asking: When have we seen this before? How long will the downturn last? What is the best response to a drop in demand? Understanding the above allows businesses to make more informed decisions and reduce risk. Due to its interconnectedness, the […]
All Things In Constant Flux: Dynamic Pricing
Uncertainty. Impact. Change. Speed. Risk. Loss. Fear and anxiety have taken over the comfort zone of our personal lives. Throughout the pandemic, making any simple decision has been a difficult, if not nearly an impossible balancing act if we want to frame them within a short/medium/long term perspective. We’re all in this unrecognizable survival mode […]
How to Avoid Price Optimization Pitfalls
If you’re reading this, you’re probably wondering why some dude on the internet whose company sells price optimization software is going to throw cold water on price optimization. Honestly, I’m wondering about it too, and whether I can sneak it past the editors and management. (I guess if you ARE reading this, they didn’t catch […]