Fixing the Product-Marketing Disconnect (151K PDF file)
Article by Jason Compton, 1to1 magazine, Oct. 2006 Issue.
Product marketing projections fuel corporate financial forecasts, manufacturing and supply chain decisions, and strategic choices about markets, channels, and customers to pursue. But how reliable are product marketing projections? How are they being made? This article builds upon the survey conducted by the BPM Forum.

In “Shared Planning, Shared Rewards” (p.2), Hitachi Data Systems rethinks its approach to product marketing and Scott Nelson, senior director of pricing operations, emphasizes the importance of getting buy-in across the organization.

Market Vigilance, Product Diligence (executive overview) (91K PDF file)
By the CMO Council and BPM Forum
Product marketing projections fuel corporate financial forecasts, manufacturing and supply chain decisions, and strategic choices about markets, channels, and customers to pursue. But how reliable are product marketing projections? How are they being made? A survey of 150 leading companies reveals significant areas for improvement, and surprising estimates of the potential financial benefits.

Read the executive summary here, or email us to request a copy of the full report.

Find the right pricing strategy - at any cost
By Tom Lester, Financial Times
Few companies like to talk about their pricing methodology for two reasons - it might give something away to competitors but, more often, it simply will not stand up to scrutiny. Change is in the wind, however, as more chief executives realise their companies' weakness and how great a contribution effective pricing can make to the bottom line…

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