For most B2B companies, it's important to maximize the value of every customer you get. But customer profitability management is full of land mines that need to be avoided.

There's no doubt that pricing analytics can be powerful, but it’s not a slam dunk. This guide explains four powerful strategies for producing more meaningful results from your pricing analytics efforts and investments.

A video guide that explores five strategies and considerations to make your price segmentation more powerful and profitable.

Most value-based pricing initiatives aren't small undertakings--and shouldn't be left to trial and intuition. This guide outlines a proven research process that can get you started.

When it comes to value-based pricing, it's easy to get sidetracked by all of the apparent complexity. In this tutorial, learn the fundamental process steps that are crucial for success.

Pricing initiatives don't happen overnight and organizational support can wane over time. Without some thoughtful planning, initiatives can end-up fading into the background. Learn the approaches two companies used to keep support and momentum going.

A successful pricing technology initiative can do wonders for your company's bottom line as well as the trajectory of your career. In this tutorial, learn the 4 key steps to take and the 5 land mines to avoid.

Research says that 60-70% of buyers aren't price buyers---lower your price for them and you just give margin away. Learn how to identify the types of buyers where additional discounts won't help you win the business.

This video guide shows how to identify the early signs of three costly types of customer defection and how to take action before it's too late to turn it around.

Creating accurate cost-to-serve estimates can be more difficult than people anticipate. In this tutorial, learn how to reduce the time and effort required to estimate the indirect costs of serving different customers.

An edgy case study that exposes how one company got "creative" to improve profitability without having to change their sales team's ingrained cost-plus pricing behaviors.

Most often, pricing analytics are only used to evaluate specific deals, identify pricing outliers, and measure price performance over time. But in the right hands, armed with the right questions, pricing analytics can serve a much more strategic purpose.

Thanks to analytical toolsets, it's easy to identify deals that weren't priced properly. But after-the-fact corrective actions do little to prevent outliers from happening again. This diagnostic shows you how to uncover and address the true root causes behind bad deals.

This tutorial cuts through the apparent complexity of value-based pricing to provide simplified, step-by-step process for understanding and exposing the differential value of your offerings.

The timing of your pricing actions can greatly influence how those actions are perceived and received. In this Express Guide, learn how to time your pricing actions to minimize conflict and maximize acceptance.