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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Exploring the Root-Causes of Pricing Problems
An educational case study collection exploring seven instances where further investigation revealed that supposed pricing problems weren't really pricing problems after all.
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Exploring Four Different Types of Buyers
To win a negotiation without giving up too much, it's important to understand who's on the other side of the table. This interview with Nelson Hyde teaches you about four types of buyers --- how to identify them and how to deal with them.
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Avoiding Guesswork in Value-Based Pricing
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.
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Developing Better Relationships with the Sales Team
Sales and pricing will rarely see eye to eye. Greg Preuer, Director of Pricing at Cooper Lighting, shares his experiences on how he's been able to work more effectively with the sales team.
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