Focus on mitigating risks in pricing

I had this exciting discussion yesterday on the risks arising from having inconsistent pricing models and systems.

The context was B2B commerce with sales people using multiple pricing tools. This is obviously leading to significant issues such as inconsistencies in prices, excessive tactical discountings, over-generous contracts, or jeopardizing margins.

We all know that in some cases like in Asset Management or in High Tech, with new complex and innovative products, flexibility in pricing models is required. VB script pricing sheets are often the norm.

Yet, the situation can quickly get out of control. Here, I believe having in place a unified pricing strategy combined with a governance framework and a pricing solution greatly helps mitigate those risks for an organisation.

Watch what Fluido’s experts Alexander Franck and Juha Teljo have to say.

About the Author

Didier Dessens

CRM and Digital Experience Advisory

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