Conventional wisdom would suggest that pricing, as a key component of a business’s financial performance, is a critically important discipline within any enterprise, touching many departments, from sales and marketing to finance. And yet, does anyone know whether their company is making the best pricing decisions? TEC Principal Analyst P.J. Jakovljevic is encouraged by the growing awareness and adoption of pricing technologies among B2B enterprises.
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a lack of uniform, scientific pricing and goals and a lack of complete, relevant, and timely data further add to the pricing problems that most companies in manufacturing, services, and distribution industries face. B2B segmentation factors can be related to customers (e.g., region, industry, annual volume, etc.), products (e.g., lifecycle stage, product line, use, etc.), transactions (e.g., seasonality, order channel, etc.), and so on. In the B2B world today, customer price sensitivity varies, whereby