Where Should the Pricing Function Be Located?
Exploring the Pros and Cons of Pricing Reporting to Sales, Marketing, Finance, or the CEO
When looking to establish a formal pricing function, one of the first questions that comes to mind is around where it should be located organizationally. Because the organizational location can determine a great deal about how a function performs over time, this decision shouldn't be taken lightly or made in haste. In this research briefing, you'll learn about:
- The four typical locations for Pricing: Sales, Marketing, Finance, or reporting directly to the CEO.
- The reported pros and cons associated with each location, as well as the overarching rationale.
- The strategic benefits of certain organizational locations and the tactical downsides of others.
- The model that can provide an "insurance policy" on the decision about where to locate Pricing.
This research is just one of hundreds of educational resources you get access to as a PricingBrew Journal subscriber.
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Avoiding Mistakes in Customer Profitability Management
For most B2B companies, it's important to maximize the value of every customer you get. But customer profitability management is full of land mines that need to be avoided.
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