I constantly see companies with great revenue management, pricing and go-to-market strategies that produce mediocre results. The problem? Price execution. A strategy is only as good as the execution. This is especially important for companies with complex route to market structures; going from distributors, wholesalers, retailers and other partners means everybody takes a piece of the […]
Michael Stanisz
The Pros and Cons of Cost-Based Pricing & Other Pricing Strategies
When it comes to pricing anything (B2B, B2C, product or service), there are three key strategies to achieve price optimization: 1. Cost-based or cost-plus pricing 2. Market-based pricing 3. Value-based pricing While there are claims of other strategies, most are offshoots or variations of these three. 1. What is a cost-based or cost-plus pricing strategy? […]
The Pros and Cons of Cost-Based Pricing & Other Pricing Strategies
When it comes to pricing anything (B2B, B2C, product or service), there are three key strategies to achieve price optimization: 1. Cost-based or cost-plus pricing 2. Market-based pricing 3. Value-based pricing While there are claims of other strategies, most are offshoots or variations of these three. 1. What is a cost-based or cost-plus pricing strategy? […]
3 Solutions to Common Revenue Management Pain Points
Throughout my years working in revenue management, I’ve found that there are three key revenue management pain points that all professionals in this space experience: My team is unable to deliver results We don’t have enough time to do it right The administrative burden of revenue management While I can undoubtedly wax poetic on each […]
3 Ways to Get the Most Out of Revenue Growth Management
If you’re a senior executive in a commercial function, heck, if you’re a decision-maker in any company, it is paramount that you learn and understand the benefits of revenue growth management. RGM is a multi-functional approach that garners revenue and maximizes profit by leveraging a balanced approach that incorporates sales, finance and marketing. If your […]
