• Stratence Partners

Key Takeaways from our last Webinar: Adapt Quickly Your Pricing System in Times of Crisis

Last week, we had the pleasure to host a Webinar with the objective to provide a pragmatic review on how Pricing, Strategic and Commercial Dataflow & Systems could be efficiently improved with short term solutions.

By the way, thanks to all the people that has participated!

Great interactions, very interesting questions and insightful discussions …

The key takeaways were:

- Pricing Systems needs to be part of a larger vision, embedding

  • Strategy Optimization

  • Pricing Excellence

  • Commercial Effectiveness

- Pricing Systems are part of a broader Eco-System: A software “alone” won’t solve your Pricing …. You need to integrate a transformational approach for

  • People

  • Governance

  • Organization

  • Processes

  • Data

  • Systems Integration

- Pricing Systems must institutionalize “Best Practices”: Define first your Best Practices, and then request a System to automate – support them

- The good Pricing System would support you along your journey to excellence: From Smart Cost+, through Competitive Premium and Value-Solutions Pricing

- For unlocking the complexity of a Pricing System, approach it with a modular structure:

1) Data Intelligence

2) Dynamic Behavioral Segmentation

3) Analytical Intelligence

4) Waterfall Toolbox

5) Sales & Commercial User Interface

a. Exception Management

b. Peer Incentives

6) Performance Monitoring

- What will really make the difference for a successful Pricing System initiative will be the level of acceptance from the people in the Organization … and so, the most important stream of your project must be “Mindset Change”, and the strongest skill within your team would be “Change & Stakeholders Management”.

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