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Profit & Pricing Management : the CSO Challenge
In B2B management, pricing is not the biggest growth driver, but it is the most effective value driver. For B2B companies with common financial characteristics, the effect of price changes on return on sales and return on equity can be twice as high as the effect of quantities sold changes or COGS changes and five times as high as the effect of fixed cost changes.
In B2B companies in the context of profit & pricing, cost-based pricing (overhead calculation, etc.) is still predominant today, market pricing is rare and price optimization is the exception. The consequences are often too low returns and unused profit potentials. Weakly executed price discount policies, ‚one size fits all‘ pricing practices etc. destroy millions of Euros of contribution margin. Although price is an effective profit driver and many high-performance pricing techniques are known, they are still (too) little used in B2B sales.
Determining ‚right‘ prices is an analytical challenge, achieving them is an execution challenge. Ultimately, determining and realizing ‚right prices‘ is the result of the performance of a professional pricing management system.
Pro Pricing B2B : the Solution
The Profit & Pricing Management System for B2B corporations (Pro Pricing B2B) is a management system designed according to the principles of optimization of Profitable Pricing. It
- is process and data driven according to the principle: from data to insights to actions in marketing and sales to results and outcomes in corporate finance
- closes the ‚missing link‘ between Marketing, Sales and Finance
- determines price elasticities and segments fast and accurately using transactional data analysis, i.e. from real customer buying behavior and real sales behavior of sales reps instead of expensive, error-prone and quickly outdated conjoint analysis
- automatically and dynamically optimizes profitable pricing based on AI algorithms (AI=Artificial Intelligence)
- optimizes profitable pricing at the levels of deals, bundles, portfolio, business unit, segment, etc.
- guarantees performance independent of existing IT systems, i.e. with or without CRM (Customer Relationship Management) as well as with or without CPQ (Configure Price Quote)
- increases profitable growth reliably and sustainably
Pro Pricing B2B can be used in any B2B company and in any industry as a pricing management system that supports profitable growth independent of the ‚big moves‘ at the level of corporate or business unit strategy.
Profit & Pricing Management – our Expert Services and Digital Services
Professional profit & pricing management beyond mainstream : our expert services and digital services.
Management System Development
We develop effective management systems with your team through tailored projects or interactive workshops
Management Systems Know-How Transfer
Drive management effectiveness and eficiency by equipping your executive team with essential knowledge through impactful seminars or accessible webinars.
Interim Management
We provide hands-on support, embedding our management expertise in your daily operations through interim management to ensure your management efforts translates into tangible results.
Management System Implementation
We implement your individual management system and support you every step of the way, delivering tangible results and achieving your objectives.
Management Coaching
We empower executives with management methods and systems insights and actionable plans through dedicated face-to-face sessions.
Management Digital Services
Elevate your management methods and systems with cutting-edge digital tools. We leverage advanced analytics, digital twins, optimization + AI, to help you realize effective management.
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Last but not least :
Compete on value,
not on price.
