The following are highlights from some of our distributor client case studies that will help you to learn more about the significant margin improvement with a fast ROI realized by some of the 400 distributors that have partnered with SPA. These case studies cover all aspects of SPA’s work with clients including data and analytics, sales force […]
The following are highlights from some of our manufacturing client case studies that will help you to learn more about how companies have partnered with SPA to realize significant margin improvement with a fast ROI. These case studies cover all aspects of SPA’s work with clients including data and analytics, sales force training, behavior/culture change, […]
Segmentation is at the heart of marketing. It is actually one of the most essential step in progressive market management but is also one of the most neglected one. By neglected, I mean it is either not performed at all or it is designed in a very traditional fashion: using demographics or firmographics parameters. Over […]
Executives at manufacturing companies face constant pressure to lower costs, irrespective of the economic conditions. The manufacturers who succeed (as opposed to simply survive) will likely be the ones who focus as aggressively on the other side of the profit equation — driving revenues. Managing the revenue side of the profit equation can be easier […]
Inside this edition: President’s Message Recent Articles Case Studies Upcoming Events Past Event Highlights Message from SPA President, David Bauders What happens when a salesperson does not capture price increase? Lately distributors are reporting a new flurry of price increases from their supply-partners. Each iteration requires a decision. Do we risk rocking the boat and […]
Abstract In 2007 a prominent British alternative-rock band, Radiohead, pre-released its album In Rainbows online, and asked their fans to “pick-their-own-price” (PYOP) for the digital download. The offer was available for three months, after which the band released and commercialized the album, both digitally and in CD. In this paper, we use weekly music sales […]
The top ten considerations companies should use when setting their prices.
Editor’s note: This is a living document, and our goal is to update it regularly with the best resources around SaaS pricing. Have a suggested link we should add? Let us know in the comments below. Pricing is an area that many startup and expansion-stage software companies struggle with. We’ve developed and featured a lot […]
Report: The New Benchmarks for Pricing Excellence | PricingBrew
Intense Pressure Is the New Normal Most B2B companies are reporting that pricing pressure is on the rise… and it’s only going to get worse. While the economy continues to suffer from uncertainty about the future, there are two trends that leave little doubt… Falling Behind is Just Not An Option In today’s climate, […]
Report: Pricing Technology - Myths vs. Reality | PricingBrew
Seven Myths and Outdated Beliefs That Are Causing Companies to Fall Further and Further Behind Pricing Effectively in B2B Is Becoming More Challenging Pricing effectively in B2B has never been easy. But today, increases in pricing transparency, information access, and global competition are conspiring to make a difficult task even more challenging. For many companies, […]
Paper: The Ultimate SaaS Pricing Resources Guide | OpenView Labs
Editor’s note: This is a living document, and our goal is to update it regularly with the best resources around SaaS pricing. Have a suggested link we should add? Let us know in the comments below. Pricing is an area that many startup and expansion-stage software companies struggle with. We’ve developed and featured a lot […]
Book: Collection of the Best Pricing Books and E-books
As a service to pricing professionals, we have compiled a collection of the best pricing focused hard-copy books and e-books available. The entries for each book are tagged by subject matter, include the author(s), publisher, date of publication, a picture of the front cover, and a brief summary. For your convenience, we have also included a […]
Paper: The PricingBrew Journal
<< Use Coupon Code “PricingNews” to get one month free on any subscription. >> Whether you’re in sales, marketing, product management or a pricing professional, it’s important to stay up-to-date on the latest practices and research in B2B pricing—and get fresh perspectives and ideas that can help make your business (and career) more profitable. The PricingBrew Journal is […]
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