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Are You Ready to Take Your Relationships to the Next Level?

While some of us may be trying to avoid the extravagant expectations of a Hallmark-exploited holiday and others of us gear up for February 15th (the chocolate lover’s Black Friday), forgive us while we get all gooey and take a moment to reflect on the wondrous beauty of our workplace love. No, no… we’re not talking about the girl or […]

The Cost of Inaction: Why a Modern Commerce Approach to Selling is Necessary to Maintain Growth – and Even Viability

I recently spoke with a building products manufacturer about the company’s future strategy and growth plans. Increased price transparency is affecting revenues, and, like many companies, they are concerned about Amazon displacing some of their traditional distribution partners. Without a strategic shift, the company is in danger of missing revenue targets and risks increased customer dissatisfaction. To help address these […]

Building a Case for Pricing Improvement: How Do You Rally the Troops to Prioritize Pricing?

While attending a recent pricing conference, I had an interesting discussion with two pricing managers about the challenges they were encountering while trying to get their organization to focus more on pricing. The pricing managers were inspired by one of the conference presentations that was delivered by a PROS customer who happened to be from their industry.  The presenter had […]

Commodity is a Dirty Word

Too often in class a student will say “I have a commodity. The market sets my price.” This is almost never true. What’s worse is if you believe it, then you’ve given up trying to make higher profits using pricing techniques. If you believe your product is a commodity, then it is very likely that some market segment also believes […]

Airline Revenue Management Takes Flight in the Cloud

Our airline customers often talk to us about the daily challenges faced managing their IT infrastructure. Travelers are changing the way they shop, leaning more on inspirational shopping to help plan their trips. Airlines are looking for new ways to market ancillaries and create more personalized offers.  The increase in these types of shopping queries is placing a huge strain […]

Why the Sales Experience Is Now the True Driver of Revenue Growth for Auto and Industrial Manufacturers

Manufacturing and automotive companies are increasingly focused on growth to stay ahead of the industry’s modern challenges. Global competition is changing the revenue generation landscape. The traditional route to meeting revenue goals has been investing in customer support, marketing, R&D activities and maintaining competitive pricing. Manufacturers are comfortable improving designs and getting products to market quicker, but they tend not […]

Pricing and Product Efficiency Challenges in the Med Tech Industry

Medical device price regulation is being threatened in India’s and Australia’s mixed private and public health care systems. In the U.S. Congress, a bill is being presented (although passage is far from certain) to create pharma and med devices price review panels in an attempt to end price gouging. This is a likely response to controversial price hikes for Daraprim […]

Why Sales Processes Need to Change in Automotive and Industrial Distribution

In an extremely fragmented automotive and industrial distribution market with heavy competition and low switching costs, relying on traditional sales tactics and processes can be fatal. In order to succeed in this new environment, distributors that still rely on low-tech, relationship-based sales processes will need to adopt modern commerce capabilities to meet today’s B2C-trained customers how and where they buy. […]

Value-Based Pricing: Lessons from Tesla on Monetizing Innovation

Last week Elon Musk sent a memo to all of his employees stating, “If you can’t explain to a customer who paid full price why another customer didn’t without being embarrassed, then it is not right.” That statement reflects both Tesla’s commitment to the customer experience and its confidence in value-based pricing for its unique products. According to Musk, Tesla […]

AI for CRM and the Promise of Einstein

I am sure most of you saw the latest announcements around Salesforce Einstein. At his Dreamforce ’16 keynote, Salesforce CEO Marc Benioff talked about a world where Einstein will make artificial intelligence (AI) capabilities pervasive across the Salesforce Cloud. Einstein leverages all data within Salesforce — customer data; activity data from Chatter, email, calendar and eCommerce; social data streams such […]