Delivering Price Improvement in Complex Organizations (277K PDF file)
By Ed Marx, Vistaar Technologies
During fifteen-plus years in the pricing field, Ed Marx has gained a broad perspective from wide-ranging experiences that extend from the trenches to the executive suite. During this time, he's observed that most pricing practitioners are keenly adept at recognizing and prioritizing price improvement in areas such as organizational changes, pricing analytics, segmentation, policy enforcement and other common tactics. But where many of them stumble, and what can undermine the best-laid plans, is the process of shepherding an initiative through the tangled web of corporate bureaucracy, political landmines and/or pushback from sales organizations. As an unfortunate result, many pricing projects never get out of the gate or end up in a half-baked state that severely reduces the likelihood of achieving target objectives.
Marx has drawn from this experience to create a white paper that provides a roadmap of price improvement, to help guide practitioners and organizations through the complex interpersonal and corporate dynamics that are critical to the short-term success and long-term sustainability of pricing initiatives.
