Considerations for Effective Pricing Through Channels
A Conversation with Peter Maniscalco About Pricing Through Distributors, VARs, and Integrators
How do you get your arms around all of the various players in the channel and manage all of the links in the distribution chain? In this informative interview, we discuss channel pricing with Peter Maniscalco, a Senior Manager of Pricing at a major IT Products and Services company and a veteran of the pricing profession, with more than 10 years' experience as a both a practitioner and consultant.
This interview is just one of hundreds of educational resources you get access to as a PricingBrew Journal subscriber.
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Are They a Price Buyer or a Poker Player?
It's easy to assume that when a buyer says they need a lower price, they really mean it. But making the wrong assumption can be very costly. Nelson Hyde explains how to tell when a buyer is bluffing.
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Visual Aids for Explaining Price Segmentation
Use this example visual presentation to inspire and aid your efforts in explaining the concepts of price segmentation to others inside your organization.
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The B2B Pricing Capability Self-Assessment
To help identify areas for improvement and help gauge the competitiveness of your company's strategic and tactical pricing capabilities, simply answer the 52 questions in this straightforward self-assessment as truthfully and objectively as possible.
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More Effective Cost-Plus Pricing
Cost-plus pricing always gets a bad rap. But what's the truth? Do we really need to scrap it? Or are there things we can do to deal with the shortcomings and make it much more effective? Yes!
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The Politics of Pricing in B2B
Navigating the Competing Internal Interests Behind Critical Pricing Decisions
