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Your Journey to Modern Commerce, Part 4: Four Steps to Implementing a Modern Commerce Approach

This post is a part of the “Your Journey to Modern Commerce” series. See also Part 1 – Meet the New B2B Buyer ,  Part 2- The Very Real Risks of the Status Quo and  Part 3- The 3 Pillars of Competitive Advantage. Because modern commerce is a relatively new idea and term, we talk a lot about the “what” and […]

Meet with PROS at the 2017 IFMA Presidents Conference

As we move into fall, many executives in the foodservice industry begin to plan for the IFMA Presidents Conference. Attendees of this strategic, invitation-only event meet to discuss timely, critical issues and opportunities facing the industry. This year PROS looks forward to educating attendees on modern commerce strategies.   What is modern commerce? Modern commerce is the new era of […]

Even Halloween’s not a good time for a zombie-approach to pricing

During October, there is always the danger that the zombie wandering the office isn’t just an overzealous co-worker getting an early jump on a Halloween costume, but rather one of your pricing analysts!  If your pricing team looks like a pack of rabid zombies, it might be time for your organization to take a look at how you price. Antiquated […]

Rethinking the Cargo Business

Trends That Are Driving Change in Cargo and Logistics

Modern commerce may have seemed like the latest buzzword when I first heard the term a year or so ago, but it aptly describes the trends we’ve been seeing for a while now in the transportation and logistics industry and what I’ve been hearing industry experts and customers describe over and over again at virtually every cargo and logistics event […]

If ‘As-A-Service’ is the New Mindset, Dynamic Pricing Science is the Magic

Gartner reports that by 2020, more than 80% of software companies will change their business from traditional license and maintenance to subscription. As companies flock to the ‘as-a-service’ business model in record numbers, it becomes more important than ever for business leaders to get pricing right.   When sales negotiations were limited to a single transaction, you had less to […]

Microsoft Envision and Ignite

The Power of Partnerships: PROS Takeaways from Microsoft Ignite & Envision

Attending Microsoft Ignite and Microsoft Envision last week in Orlando only offered further confirmation that PROS has chosen a partner who is prepared for the digital disruptions that lie ahead. From the opening keynote of Ignite, Microsoft CEO Satya Nadella made it clear that Microsoft is committed to building the infrastructure needed to prepare its partners and customers for the […]

Weathering Healthcare’s Pricing Perfect Storm

Industry consolidation, regulation and new levels of transparency put incredible pressure on healthcare manufacturers. Today, healthcare purchasing professionals are in charge; it’s no longer a manufacturer-led sales process. And even the perception of raising prices creates a backlash from customers. Healthcare Manufacturers Face a Pricing Perfect Storm Savvy procurement professionals now drive purchase decisions, once dictated by doctor preference, to […]

Healthcare industry purchases

What to do when doctor preference doesn’t matter to procurement

If you’re in the medical manufacturing industry, over the last few years you’ve seen a big shift. Doctors are no longer calling the shots, at least when it comes to making purchasing decisions. Purchasing has shifted to procurement departments and GPOs that are hyper-focused on driving down costs, and sometimes it seems that quality is taken for granted. You don’t […]

Your Journey to Modern Commerce, Part 3 – The 3 Pillars of Competitive Advantage

This post is a part of the “Your Journey to Modern Commerce” series. See also Part 1 – Meet the New B2B Buyer and Part 2- The Very Real Risks of the Status Quo. We’ve written rather extensively about our commissioned research conducted by Forrester Consulting on the state of modern commerce in today’s business environment. There’s a good reason for that: […]

5 Ways Distributors Can Sell More to Existing Customers

In Modern Distribution Management’s wholesale distribution industry outlook earlier this year, nearly 60 percent of wholesaler-distributors said they planned to grow revenue by focusing on sales opportunities within existing customers.Expanding wallet share will always be one of the best growth strategies for distributors in this increasingly competitive market. We worked with one specialized distributor who empowered their sales organization with […]