In Part One of this blog series, I explored how businesses can approach competitor pricing without falling into common traps—and how pricing professionals can make informed, actionable decisions. Now, in Part Two, I'm diving deeper into the complexities of competitor pricing, including its challenge...
Stay Ahead in 2025: The Must-Attend Pricing Conferences for Industry LeadersAs businesses navigate inflation, market volatility, and shifting customer expectations, staying informed on the latest pricing trends, technologies, and best practices is essential. The best way to gain this knowledge? Atte...
Pricing-focused buyers often categorize products, services, and software as commodities, confidently asserting this perspective during negotiations. It is always striking to hear. But what exactly does it mean to label something a commodity?A commodity refers to a basic good or raw material that is...
As companies transition to SAP S/4HANA, they are faced with a unique opportunity—not just to modernize their ERP systems, but to rethink and optimize their pricing strategy. The shift to S/4HANA isn’t just a technical upgrade; it’s a chance to adopt more modern, agile pricing models that drive reven...
One of the most frequent questions companies ask me is how to leverage competitor pricing data to improve their strategies. It’s an enticing idea: imagine having a clear picture of where your competitors are positioned and using that information to fine-tune your own pricing strategy.But here’s the...
Achieving pricing excellence is a significant milestone for any organization. It represents the culmination of strategic investments in pricing technology, the establishment of disciplined processes, and the cultivation of a data-driven culture. For pricing leaders and business executives, it’s ofte...
In the dynamic world of industrial parts manufacturing, pricing challenges are inevitable. Supply chain disruptions, raw material fluctuations, and inflationary pressures compound the complexity of setting and maintaining prices. Internally, outdated pricing tools and methodologies further stress pr...
In today's volatile economic landscape, traditional contract pricing mechanisms often fall short, leaving businesses vulnerable to unforeseen market shifts. When pricing is relegated to an afterthought in contractual agreements, companies may find themselves locked into unfavorable terms or compelle...
In today’s highly competitive and data-driven business landscape, pricing is starting to shift from a tactical function to a strategic advantage. However, many pricing teams remain overlooked and under-equipped, often operating with limited resources and outdated tools. Despite these challenges...
The past few years have witnessed unprecedented disruptions that have reshaped global economic structures and forced companies to rethink their pricing strategies. The COVID-19 pandemic, supply chain disruptions, and high inflation have driven significant changes in both consumer behavior and corpor...
We’re entering a new era of pricing. Pricing now impacts brand, financials, buying experiences, and selling. What was once about setting a price has evolved into a broader, ever-changing process involving multiple departments. We call this the pricing lifecycle.Pricing leaders feel this shift too. I...
2025 is shaping up to be a year of significant potential disruption. Reflecting on the trends of the past five years and recent events, it’s clear that businesses could encounter formidable challenges. Among the forces driving this disruption are impending tariffs, currency fluctuations, supply chai...
As we close out another dynamic year in the world of pricing and revenue optimization, it’s the perfect time to reflect on the insights, stories, and strategies that made a lasting impact. Highlighting everything from the importance of pricing lifecycle management to influential voices in the pricin...
In the modern sales landscape, achieving alignment between strategic goals and day-to-day execution is one of the biggest challenges for B2B organizations. As the sales environment continues to evolve—with trends like digital-first buyer behavior and omnichannel expectations—companies must rethink h...
It wasn’t all that long ago that I used to work tirelessly to convince executives that “more data” was necessary in order to improve pricing strategies. But in today’s world of Big Data and Gen AI, I now find myself having to underscore just ‘more’ data, but relevant, impactful data. ...
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