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.
This interview is just one of hundreds of educational resources you get access to as a PricingBrew Journal subscriber.
More Subscriber-Only Resources From Our Library
Considerations for Pricing Through Channels
How do you get your arms around the various players in the channel and manage the links in the distribution chain? In this interview, we discuss channel pricing with Peter Maniscalco, a Senior Manager of Pricing at a major IT Products and Services company.View This Interview
Avoiding Five Margin-Killing MarCom Mistakes
A guide to common marketing communication mistakes that reduce your perceived value and pricing power.View This Guide
Underrated Pricing Technology Evaluation Criteria
This 36-question diagnostic exposes and explains seven areas of pricing technology evaluation and comparison that are underrated, underutilized, and deserving of much greater consideration by prospective buyers.View This Diagnostic
Using The "Measurement Effect" to Improve Margins
When it comes to finding problems or failings with pricing and discounting, the sales department is a prime target. But the relatively simple effort of getting your own house in order can have a positive influence on pricing outcomes.View This Tutorial
When you join your peers and become a PricingBrew Journal subscriber, you get immediate access to this interview as well as all of these other features:
- Training WebinarsDozens of on-demand webinars covering crucial pricing topics with new webinars every few weeks
- On-Demand LibraryA searchable library of hundreds of concise guides, tutorials, cases, assessments, and research reports
- Expert InterviewsLearn from others in pricing who’ve “Been There and Done That” through our Expert Interview Series
- Help DeskAsk our team of analysts for advice, insights, and perspectives on your specific pricing challenges