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
-
5 Pricing Trends You Can't Afford to Ignore
From our unique vantage point, we've identified a number of larger trends that pricing teams need to be prepared for. In this on-demand webinar, we explore five of these trends and discuss the implications and ramifications.
View This Webinar -
How to Retain Your Key Customers
When you lose business from existing accounts, the sales team must acquire even more new business to compensate. In this on-demand training session, learn how pricing analysis skills are ideal to identify and minimize revenue attrition and customer defection.
View This Webinar -
Breaking Out of Your Pricing "Box"
Effective pricing in B2B often requires coordination between marketing, sales, product management, and even accounting. This on-demand training session exposes how to influence the other departments that can make or break your pricing efforts.
View This Webinar -
Combating Competitive Pricing Pressure
Pricing pressure is just a fact of life. But how well you handle that pressure can determine whether your business ultimately succeeds or fails. This guide exposes 15 ways to address (and prepare for) competitive pricing pressure.
View This Guide
Why Subscribe?
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