Let's Talk Pricing Podcast
Competitive B2B Pricing For Complex Systems
Feb 10, 2020
Learn how to price complex systems by collecting competitive intelligence and determining accurate pricing. Avoid the dangers of cost plus pricing and understand the reasons for future cost increases. Differentiate cost and forecast in pricing to optimize bids and maximize profits.
12:44
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Quick takeaways
- Insights for B2B pricing can be obtained from analyzing past sales and anecdotal feedback, enabling better positioning in the marketplace.
- Relying solely on cost plus pricing can overlook strategic value and lead to lower margin dollars and higher prices in the long run.
Deep dives
Collecting Competitive Intelligence for B2B Pricing
When it comes to collecting competitive intelligence for B2B pricing, legal and ethical constraints limit access to competitor information. Patrick Taylor suggests that insights can be gleaned from analyzing past sales and anecdotal feedback. By capturing this information and understanding market data, companies can better position themselves in the marketplace.
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