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> Zilliant > Optimized Prices Thru Existing Quoting Tools Reduces Change-Management and Maximizes Adoption in B2B
Zilliant
Published:  Apr 09, 2010
Type:  White Paper
Length:  2 pages

Optimized Prices Thru Existing Quoting Tools Reduces Change-Management and Maximizes Adoption in B2B

White Paper Published By: Zilliant

Many B2B manufacturers and distributors believe that their pricing models need to be simple, under the premise that people in the field won't execute something that's too complex. These companies often default to very basic pricing models that leave a pile of margin dollars on the table. But the real issue here is not complexity. The real issue is adoption. In fact, any pricing model-simple or complex-will fail to generate results if not adopted by the people who have to execute it. With the proper technology, however, companies can now enjoy the best of both worlds. Price segmentation and optimization allow companies to fine-tune their pricing models to high levels of granularity and detail. At the same time, these technologies also "shield the field" from underlying pricing complexity, producing simple outputs that are easy to adopt and execute through familiar tools. This paper shows how one company used technology to enhance the granularity and specificity of their underlying pricing model, increase the quality and accuracy of their price-points, and put more-profitable prices into their marketplace --- with little or no disruption to existing sales processes and tools.



Tags : 
zilliant, optimized prices, pricing intelligence, quotes, quoting tools, price segmentation, ebusiness, it spending, business intelligence, project management, best practices, distribution & storage, research & development/test