Bottom line: Creating a unique customer experience while at the same time holding firm on pricing gives a company competing on the edge of a commoditized market a greater chance to grow.
Focus first on the Economic Value to the Customer (ECV) and get a solid foundation for pricing strategies based on that.
Bottom line: Pricing powerfully communicates who your company is and its market position relative to competitors – and the value delivered in customer experiences. Look at product configuration as a means to get in control of pricing, optimize it, and make it a competitive asset instead of a liability.
Bottom line: Selling services over the lifecycles of product configuration strategies is a very cost-effective approach to significantly gain profitable revenue and increase customer loyalty at the same time.
Louis Columbus Cincom Systems Typically product configuration strategies are more oriented towards creating multichannel-based strategies that give access to quoting, sales and product models across multiple channels. In fact research completed both at AMR Research and Cincom both support the idea of making sure product configurators are rolled out across multiple channels is by far [...]
Louis Columbus Cincom Systems For any company to be successful and grow they have got to exceed customers’ expectations consistently – to only meet them is to flat-line sales. Yet there is also the need for delivering exceptional products as part of the experience. Aligning the two using product configuration can be the most profitable [...]
Louis Columbus Cincom Systems Tying contracts to revenue management goals and benchmarks is the path forward-thinking companies are finding out of this recession. Having insights into how contracts impact their pricing in the short- and long-term, these forward-thinking companies are finding entirely new approaches to serving their channel partners, service providers, and suppliers in the [...]
Louis Columbus Cincom Systems Theresa Briggs of Deloitte’s Silicon Valley practice presented on January 28, 2009 at Stanford University Entrepreneurial Center about how opportunities are emerging from the current financial crisis. She notes that apart from the fraud investigations including Satyam that there is much activity on mergers & acquisitions, and investments still occurring in [...]
Louis Columbus Cincom Systems The one commodity no one has enough of right now is time. Transforming your manually-based, often antiquated quoting system to include pricing system updates gives your sales reps the opportunity close on deals when they present the quote. Too often quotes are only “ball park” or worse yet, based on maverick [...]
Louis Columbus Cincom Systems Discounts, pricing exceptions, and special deals often made at the last minute to make a sale are sacrificing much of the profits and gross margins that can still be earned, even in a down economy. If there ever was a time to manage pricing more aggressively than before, it’s now. Pricing [...]
Louis Columbus Cincom Systems During any economic downturn the first strategy many companies resort to is trimming their prices back – some a little and many by a lot. Testing the depths of the market with price moves rarely delivers an increase in sales – in fact it drains profits faster than nearly any other [...]
