I meet with a lot of executives in the B2B sphere who talk about wanting to achieve “price optimization.” While the term pricing optimization is bandied about quite often in the industry, the way it’s being used is problematic.
The era of the 1% rule is rapidly ending. The much greater pricing opportunities for firms today are in innovation and transformation. Here is why.
More effective segmentation, and a pricing structure that responds to the specific needs of particular segments, provides an opportunity to improve both growth and profit in the long-term.
If your segmentation isn’t leading you into a discussion about behaviour, price structure, innovation and offer design, you probably have a large untapped opportunity. Read how segmentation can be the backbone of your pricing strategy.
