Setting and Getting The Best Price In A Global B2B EconomyYankee GroupJanuary 30, 2007 3 Pages - SKU: YANL1432854 |
| Countries covered: Global The combination of science, math and software have changed the way B2B corporations are setting prices. It has been so effective that these enterprises have achieved considerable business and operational success. International organizations have taken notice of the US B2B pricing and revenue management initiatives and are studying them to remain competitive in the global business arena. Several of today’s most sophisticated B2B pricing customers are large, US-based enterprises primarily in high-tech, industrial and chemical manufacturing and distribution. As early adopters of the power of B2B pricing, these large businesses focused their initial deployments on domestic divisions and business units. With 90% of pricing investments meeting or exceeding ROI expectations (based on the Yankee Group 2005 US Price Management and Profit Optimization Survey), international organizations are increasingly interested in duplicating a successful pricing strategy abroad. Many of the leading pricing software vendors have run or are running follow-on regional pilots and global deployments of their installed base to worldwide locations, most notably Europe and Asia. In addition, a growing pipeline of prospects are also seeking professional services assistance on strategy, software selection, solution implementation, training and change management in the next 12 months. The Professional Pricing Society (PPS), which supports the pricing community in more than 50 countries, has added a European program dedicated to international pricing. In the past 2 years, PPS held two European conferences, one in Brussels, the other in Paris—in addition to its biannual US conferences and workshops. The European events grew from 130 attendees and 14 speakers in 2005 to 200 attendees and 25 speakers in 2006. The next European conference will be held in Prague in June 2007. This conference is expected to host at least 350 attendees and 40 speakers. |
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