While retailers have been using advanced analytics and modeling to optimize prices and assortment for their customers, B2B sector has yet to embrace many of today’s leading practices for pricing and merchandising analytics.
Customer-centric nature of B2B organizations makes them the ideal group to adopt analytical and technological capabilities to deliver optimum pricing, assortment recommendations, and offers, while also delivering differentiated service.
Two major characteristics of B2B make it ideal for customer-centric pricing:
- Access to near-perfect customer information
- The ability to adjust pricing for every individual customer
Download the article Why B2B is an ideal environment for customer-centric pricing to learn more about how your sales force can adopt a customer-centric, analytically driven pricing approach in B2B and have a sound implementation plan, to engender the best possible engagement of the highly valuable sales team.