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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How to Crater a Market with Cost-Plus Pricing
For one large manufacturer, cost-plus pricing was tantamount to malpractice. In this case study, learn how the lack of strategic pricing capability reduced the value of an entire market by over $1 billion.
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Can You Benefit from Better Deal Management?
Horror stories of unprofitable or poorly managed deals seem to be all too common in B2B. In this guide by Elliot Yama, learn the common causes of bad deals and four signs that your deal management process is lacking.
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Answering Three Questions to Enable Change
In this guide, learn a more effective approach for championing new solutions in B2B environments.
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Generating Cost-to-Serve Automagically
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.
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