Methods of Measuring Value and Pricing Performance

Erin Cihak and Peter Bloechle Discuss Multiple Approaches for Credibly Demonstrating Value and Contribution.

Ever had to scramble for something meaningful and compelling to share with the rest of the management team in the dreaded quarter-end review? Ever had a request for more resources or investment met with something to the effect of "what have you done for me lately?" The simple reality is that while other departments and functions can usually point to clear and established financial metrics or sales goals, "pricing performance" can be tough get your own head around...let alone communicate to others. In this Expert Interview, Erin Cihak and Peter Bloechle, members of the Customer Value Team at PROS, share their experiences and insights around measuring value and communicating pricing performance.