What Is CPQ Software?
What Is CPQ Software? Did you know that sales reps spend 66% of their day on administrative tasks and that 50% of their time is wasted on unproductive prospecting and error correction. This should be worrying because it’s the sellers who are first to produce a complete, accurate quote that wins the deal at least 60% of the time. Perhaps because suppliers that make buying easy are 62% likelier to win high-quality sales. Configure, price and quote (CPQ) solutions will no doubt have already have crossed your path, but let’s take a deeper look at what they are, where they...
What Is Value-Based Pricing?
What Is Value-Based Pricing? Value-based pricing is founded on the concept that value and price are not the same. There is a clear distinction between the price that anyone (be it a person or a company) pays for a given product or service and the inherent value that is received as a result. When we talk of value, we must be clear that this has nothing to do with what we think our product offers to our customers, e.g., speed, flexibility, good looks, etc. These are just features that address a specific need for a customer, these needs when satisfied will become benefits and these benefits give way...
What’s the Difference Between CPQ and Pricing Software?
What Is the Difference Between CPQ and Pricing Software? You’re looking to update your pricing and you’ve heard that Configure Price Quote (CPQ) solutions can boost sales teams’ proficiency by 45% and that improvements in price, like those achieved with pricing software, can result in three to four times profitability. Very impressive. Just what you’re in need of. But which better aligns with your goals? What exactly is the difference between a CPQ and pricing software? Let’s explore the differences between a pricing solution and a CPQ by focusing on the key capabilities they deliver and benefits they bring. What...
Driving Profitable Growth in Distribution
Driving Profitable Growth in Distribution For distributors struggling with vendor allowances, rebates and deviations, and then how to marry all of this when negotiating with the customer to understand their true profitability, it makes it difficult for them to get sharper, more efficient and more scaled and yet still ensure the economics of running their base business as tightly as possible. Join Gabe Smith and Stephanie Yee, Management Consultant at Bain & Company, as they discuss how distributors can adopt a mind shift to help them explore new ways of creating value for their customers and operate more effectively in...
F-Words
Pricing Matters: The Democratization of Pricing: How an Egalitarian Approach Drives Value
The Democratization of Pricing: How an Egalitarian Approach Drives Value I have a very special tenth-anniversary episode of “Pricing Matters” for you. I sat down again with Marcin Cichon, CEO and founder of Pricefx to discuss keeping ease of use as the key to adoption and a value driver and giving users access to cutting-edge AI technologies, so customers don’t just use the pricing strategies they need to seize a larger market share, they own them. You can listen to the podcast from the embedded player below and read along from the transcript. You can also listen to the podcast on Apple...