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Case Studies

Learn from Others’ Experiences…

It’s always a good idea to learn from others who’ve gone before. But glowing success stories that omit the painful realities of a situation only go so far toward helping you avoid making the same mistakes. That’s why our case studies are different—showing you the good, the bad, and the ugly.

Here’s a sampling from the Journal:

How to Crater a Market with Cost-Plus Pricing

Case_How to Crater a Market with Cost-Plus Pricing

For one large manufacturer, cost-plus pricing was tantamount to malpractice. In this case study, learn how the lack of strategic pricing capability reduced the value of an entire market by over $1 billion.

How Strict Pricing Enforcement Killed a Product

Case_How Strict Pricing Enforcement Killed a Product

Strict enforcement of pricing policies can seem like a great idea. But this comical case study sheds some light on the perils of enforcing policies that are lacking (and somewhat ridiculous).

How a "Top Salesperson" Gutted a Pricing Initiative

case_how a top salesperson gutted a pricing initiative

It's important to get Sales on-board when pursuing a pricing technology initiative, right? But how important is it, really? In this case study, learn to avoid the mistakes one company made when implementing a new pricing technology.

Effective Internal Marketing for Pricing Initiatives

case_effective internal marketing for pricing initiatives

Pricing initiatives don't happen overnight and organizational support can wane over time. Without some thoughtful planning, initiatives can end-up fading into the background. Learn the approaches two companies used to keep support and momentum going.

Exploring the Root-Causes of Pricing Problems

case_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.

Using a Cost-Plus Mindset to Your Advantage

Case_Using a Cost-Plus Mindset to Your Advantage

An edgy case study that exposes how one company got "creative" to improve profitability without having to change their sales team's ingrained cost-plus pricing behaviors.

Two Ways to Champion Pricing Initiatives

case_Two ways to champion pricing initiatives

This case history details how one pricing champion used two different approaches to gain support and approval...and got very different results. Find out which approach worked better.