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Chester, UK - March 15, 2015: British pounds, 5, 10 and 20 pound banknotes.

How Will Brexit Affect Price in the UK Market?

It’s been two months since UK voters chose to exit the European Union. After an initial flurry of intense speculation, heated commentary, and a short period of British political turbulence, much of the world press has turned their attention to the next spectacle. However, certain Brexit realities remain: the current conservative government in Westminster is committed to moving – more […]

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Searching for Normalizing Metrics in the Olympics Medal Count

It’s the Olympics, that quadrennial spectacle that enthralls most of the world for its duration. There are many things to admire about the event: the participants, the fans, or even the media coverage. I was looking at the medals table, and it got me thinking about two things: performance and normalizing metrics. Let me explain. At time of writing, the […]

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The New Buying Journey: Your Customers are Segmenting You

If you read this post, then you may have seen this coming. In order to get a clearer picture on this topic, let’s take a journey into to the minds that drive every aspect of our business initiatives: buyers. Buyers are you and me, and sometimes we aren’t aware that we are practicing the very things individually that are influencing […]

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CPQ: What Does it Really Mean?

Too often, when companies embark on a project to determine which (if any) Configure, Price, Quote (CPQ) solution is best for them, they come to the conclusion that CPQ really stands for Confusing Plethora of Questions and their frustration with the project stalls the project.  To avoid this, let’s define what each of the letters in CPQ really stand for […]

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The Power of Analytics

We all know that analytics are a powerful tool, and in fact analytics have become an increasingly hot topic in the age of big data. We gather more and more data every day, but we are still trying to make heads or tails of that data. And analytics is not a new topic: Google Analytics has been around since late […]

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PROS Sets its Sights on the Windy City of Chicago

Chicago is our kind of town – one of the largest cities in the U.S. and one that’s renowned as a great international business center. And these are three among many reasons why we’ve chosen Chicago as the location for our global Outperform 2017 customer conference. With easy access for customers from around world, it’s an ideal host location. Even […]

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The “Amazonification” of B2B Buying Behavior: Are You Prepared?

If you have a smartphone, you have expectations of how you like to buy things. And by “things,” I mean “everything.” You want what you want, when you want it, how you want it. The now fully mature age of digital commerce allows us to not only buy how and when we want, it also allows us to conduct gratuitous […]

Stewardess on the airfield. Place for your text.

Congratulations to Skytrax World Airline Awards Winners

On July 12, Skytrax announced its coveted World Airline Awards. Announced annually at the internationally attended Farnborough Airshow, the awards are a global benchmark of airline excellence and widely known as the Passenger Choice Awards. Winners are decided by passengers across the globe, who each year take part in the world’s largest airline passenger satisfaction survey. This year, Emirates took […]

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How Pricing and Rebate Management Overlap

There is a question I get asked a lot.  It’s about the difference in technology providers for pricing and rebate management.  Who does what, what are the strength of the various offerings, and so on. In pricing, we often talk about how rebates are an effective method of driving good behavior by customers.  This is particularly common in the area […]

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Optimality or Profit Maximization? Making the Fine Line Manageable in the Travel Industry

There’s a common point of view in divining profit maximization for the travel industry that only perfection of inputs, models and outputs provides the right answer in revenue management. For those of us who are over-achievers, perfect always sounds like the right answer. The fact remains: Modeling human behavior is an imperfect science and simply isn’t possible. So if 80% […]

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