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PRICING BEST PRACTICES, RESEARCH REPORTS, TRAINING COURSES AND WEBINARS

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 * Our Next Online Training Seminar

Each month, our subscriber-only online training seminars dive deep into a
critical topic based on feedback from the PricingBrew community. The sole
objective is to educate and inform with research and proven best practices–they
aren’t trying to sell you anything. Here are the details on the next webinar
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PRICING CONFIGURED PRODUCTS

STRATEGIES TO OPTIMIZE PRICES FOR CONFIGURABLE AND CUSTOM PRODUCTS

Thursday, June 30, 2022
10 AM Pacific / 1 PM Eastern / 7 PM CET



From a pricing perspective, configured and custom products present some major
challenges. After all, even a small handful of options can generate a seemingly
unmanageable number of combinations. And many of the resulting configurations
will have never been sold before and will likely never be sold again. So how do
you price configured and custom products effectively? How do you ensure that
your costs and margin minimums are covered? And beyond that, how do you capture
even more of the value being delivered?

In this subscriber-only webinar, you will learn about:

 * Accurately estimating material and labor costs on the fly to achieve “planned
   profit” targets.
 * Understanding, maximizing, and capturing the perceived value of different
   configurations.
 * Leveraging technology to manage the complexity and enable more sophisticated
   pricing.
 * Important considerations for effective analysis, organizational adoption, and
   more.

Subscribe to Register
 * Our Online Training Archive

Our annual and multi-user subscribers also get full access to our online
training archive so you can view any of our training seminars on demand. Here’s
a few of our most recent ones:



ANTICIPATING COMPETITORS' PRICING MOVES

Your competitors' pricing actions (and reactions) add even more complexity to
pricing. So what can you do to anticipate competitive moves and prevent them
from spoiling your pricing efforts?

View this Webinar


BUILDING PRICING'S CREDIBILITY WITH SALES

Sales often views Pricing with skepticism and doubt. And as a result, they
disregard our suggestions and ignore our recommendations. What can we do to get
them to see us as a trusted partner?

View this Webinar


HOW TO DEAL WITH INFLATION

Will all that's been happening over the last few years, inflation was bound to
catch up with us. So what should we be doing differently to deal with the rapid
inflation we're seeing on so many fronts?

View this Webinar


PRICING THROUGH UNCERTAINTY

As pricing pros, we're expected to make weighty decisions with imperfect
information. How do we "illuminate" the landscape a bit? What steps can we take
to reduce the ambiguity, uncertainty, and risk?

View this Webinar


IMPROVING YOUR PRICE LISTS

For many, price lists are their primary means of delivering prices to the field.
But because they are such blunt instruments, price lists are not ideal for price
realization. So how do you improve performance using price lists?

View this Webinar


BEING AN INTERNAL PRICING CONSULTANT

For pricing functions in B2B, frustration and conflict seem inevitable. But
learn how a "consulting" mindset and approach can make driving improvement in
B2B much easier...and far less frustrating.

View this Webinar


B2B ECOMMERCE PRICING PRACTICES

The prolonged global pandemic has kicked the B2B ecommerce trends into high
gear. In this session, we dispel eight myths of B2B ecommerce and explore ten
critical strategic pricing principles you'll want to embrace.

View this Webinar


GETTING SALES TO SELL THE VALUE

Your offerings deliver greater value. But at the slightest pushback from a
buyer, your salespeople give in and start discounting that value away. In this
webinar, we explore how to change this dynamic for good.

View this Webinar


DELIVERING DATA TO DECISION MAKERS

Providing data to decision-makers is a core responsibility for most pricing
teams. But getting it right is a significant challenge. In this on-demand
session, learn how leading teams are making their efforts in this area more
effective.

View this Webinar


PRICING PILOT PROGRAMS

How do you get your company to accept new pricing approaches while maximizing
your odd of success? In this session, learn how to leverage pilot programs and
in-market trials to accelerate your progress.

View this Webinar


PRICING FOR CUSTOMER LIFETIME VALUE

In B2B, retaining good customers over time is essential for survival. That's why
Customer Lifetime Value (CLV) has become such an important metric. So what do
B2B pricers really need to understand about CLV?

View this Webinar


PRICE SEGMENTATION ATTRIBUTES

When developing a price segmentation model, it's not always easy to identify the
attributes that matter most. In this session, we review core concepts, explore
various attributes, and walk thru a basic development process.

View this Webinar


DEALING WITH PRICE EXCEPTIONS

For many teams, their exception-handling processes are a significant and ongoing
source of frustration and inefficiency. So how should you go about improving
these critical processes?

View this Webinar


PRICING PRODUCTIVITY BOOSTERS

B2B pricing functions have never been overflowing with resources, money, or
time. Nevertheless, most pricing teams are now being asked to do even more with
even less. So how do we make the most of what we've got?

View this Webinar


ESSENTIAL PRICING FUNCTIONS

While there's only one pricing title on the business card, there are actually
many different "jobs within the job." And it isn't easy to do the right jobs, at
the right times, and in the right ways.

View this Webinar


WHY PRICING INITIATIVES FAIL

In B2B, some pricing initiatives just don’t work out as planned—they either
struggle to produce worthwhile results or they fail outright. So, how do we
avoid making the same mistakes that have derailed other initiatives?

View this Webinar


COMMUNICATING PRICING CONCEPTS

In this session, we discuss a variety of strategies, tactics, techniques for
helping others in your organization understand "enough" about crucial pricing
principles and practices so that you can do what needs to be done.

View this Webinar


THE FUNDAMENTALS OF MULTINATIONAL PRICING

Multinational expansion often brings a massive increase in pricing complexity.
In this session, we discuss how to cut through the complexities, focus on the
fundamentals, and drive big performance improvements.

View this Webinar


PRICING PROCESS IMPROVEMENT

In this session, we discuss the critical differences between process types, how
to use end-to-end process mapping for diagnostics and prioritization, pricing
technology considerations, and common mistakes to avoid.

View this Webinar


HOW TO PRICE BIG DEALS

Big deals generate a lot of internal pressure and it's easy to ignore the huge
pitfalls of winning "badly." In this session, we explore a triangulated pricing
approach to ensure profitability, mitigate risk, and avoid future regret.

View this Webinar


GETTING THEM TO PAY MORE

How you get your customers to pay more without having to handhold every single
transaction? In this session, learn how to influence willingness-to-pay
consistently, systematically, and at-scale.

View this Webinar


MORE EFFECTIVE CROSS-FUNCTIONAL PRICING

Pricing in a B2B environment is cross-functional by nature. In this on-demand
webinar, learn about improving overall pricing performance by working more
effectively with other groups and departments.

View this Webinar


DELIVERING NO-BRAINER PRICING GUIDANCE

While equipping sales reps with accurate pricing guidance is a priority for
many, it's hard to get right. In this session, learn seven key ingredients to
deliver guidance your salespeople will actually use.

View this Webinar


CLOSING THE COSTLIEST PRICING CAPABILITY GAPS

In this session, we explore three pricing capability gaps that are still
all-too-common considering their detrimental effects on pricing performance and
highlight steps you can take to close the gaps once and for all.

View this Webinar


FROM TACTICAL TO STRATEGIC PRICING

Some teams are so mired in tactical grunt work and daily firefights that they
never make progress on strategic pursuits. How have other pricing teams
transitioned into more strategic functions? What steps did they take?

View this Webinar


PROMOTING THE POWER OF PRICING

In B2B, there are many other people affecting pricing outcomes, directly or
indirectly. So how do you gain and maintain the organizational attention,
support, and participation you need to drive improvement over time? It's easier
than you may think!

View this Webinar


THE FUNDAMENTALS OF PRICE STRUCTURE

In this on-demand webinar, we explore ten different approaches for structuring
your prices to align to customer needs and priorities---from bundling, add-ons
and multi-part prices to volume schedules, surcharges, and more.

View this Webinar


EXPOSING THE SECRETS OF PRICE NEGOTIATION

How do you protect your margins when your sellers are so outmatched? How do you
keep them from falling for every trick in the book? And what does your pricing
team need to know to provide another layer of protection?

View this Webinar


REDUCING THE FRICTION BETWEEN SALES & PRICING

Some amount of "friction" between Sales and Pricing is expected. Too much,
however, is counter-productive. In this on-demand session, we discuss dozens of
ways to address seven root-causes of friction and conflict between the Sales and
Pricing functions.

View this Webinar


"BETTER" PRACTICES FOR PRICING IMPROVEMENT

That lofty place of "best practice" can sometimes seem very far away.
Fortunately, pricing has so much power that amazing results can be generated by
just getting "better." In this webinar, learn how to adapt best practices in
less than ideal situations.

View this Webinar


THE FUNDAMENTALS OF PRICING INTELLIGENCE

In pricing, it's easy to feel like you're making decisions in a vacuum. But
there are many powerful sources of pricing intelligence you can leverage. In
this on-demand webinar, learn how to design and implement systems for tapping
into those sources of intelligence and how best to respond.

View this Webinar


SELLING YOUR PRICING INITIATIVE

Want to get your pricing initiative approved? In this on-demand webinar, learn
how to structure and deliver your investment "case" in such a way that approval
is almost a foregone conclusion.

View this Webinar


MAKING SENSE OF PRICING TECHNOLOGY

Are pricing technologies all the same? Do the differences actually matter? What
do we need? How do we choose? In this webinar, we cut thru the confusion to help
you understand your options for technology-enabled pricing.

View this Webinar


TALES FROM THE TRENCHES IN B2B PRICING

Pricing improvement in B2B can be a messy affair. In this on-demand webinar,
glean insights from ten cautionary case studies so you don't repeat the same
mistakes and miscalculations.

View this Webinar


BOOSTING THE PRICING TEAM'S INFLUENCE

How can a B2B pricing team improve results when they don't control all the cooks
in the kitchen? How can they be heard when others don't have to listen? In this
session, learn the science of influence and persuasion.

View this Webinar


THE FUNDAMENTALS OF VALUE-BASED PRICING

Value-based pricing is like any other business practice in that most of the
power comes from mastering the fundamentals. In this on-demand webinar, learn
the core concepts and essential processes that generate the most bang for the
buck.

View this Webinar


HOW TO AVOID PRICING PANIC

How should you respond when something disruptive happens in your market? How do
you avoid overreaction? How do you balance speedy action with smart action? And
how do you prepare for the next disruption?

View this Webinar


BETTER PRODUCT MANAGEMENT FOR BETTER PRICING

In this on-demand webinar, learn how leading pricing teams are influencing the
pre-market decisions that can increase pricing pressure and limit the prices you
can command in the market.

View this Webinar


THE TOP "LESSONS LEARNED" BY PRICING LEADERS

How have pricing leaders become leaders? What can their 20/20 hindsight teach us
to streamline our own path? In this on-demand webinar, learn the top lessons
gleaned through our research.

View this Webinar


HOW TO STRUCTURE PRICING FUNCTIONS

The structure of your pricing function can have major ramifications for years to
come. In this on-demand webinar, learn effective approaches and considerations
for structuring your pricing organization.

View this Webinar


THE FUNDAMENTALS OF EFFECTIVE SUBSCRIPTION PRICING

With subscriptions, the first order is just a fraction of the business you hope
to get over time. So how do you do get the pricing right? In this recorded
webinar, learn the processes, practices, and measures that can boost
subscription pricing effectiveness.

View this Webinar


DEVELOPING A WINNING ROADMAP FOR PRICING

From our research, leading pricing functions go through key evolutionary phases
in becoming more effective and strategic. In this 3-part training webinar, learn
how to develop a roadmap that streamlines that evolution with a plan to be a
more valuable and strategic function.

View this Webinar


AVOIDING THE TOP 10 PRICING MISTAKES

You're going to make mistakes. But if you can avoid the biggest mistakes, you're
definitely rigging the game in your favor. In this on-demand webinar, learn
about the top 10 mistakes that other pricing groups have made along the way.

View this Webinar


MANAGING MIX TO IMPROVE PRICING

Product and customer mix have an incredible amount of influence over every
aspect of your performance. In this on-demand webinar, learn how to get
proactive about "rigging" your mix to your advantage.

View this Webinar


HOW TO RETAIN YOUR KEY CUSTOMERS

When you lose business from existing accounts, the sales team must acquire even
more new business to compensate. In this on-demand training session, learn how
pricing analysis skills are ideal to identify and minimize revenue attrition and
customer defection.

View this Webinar


MANAGING MULTICHANNEL PRICING

In this on-demand webinar, you'll learn about market mapping, MAP policies, and
other tactics and tips for minimizing the potential for channel conflict,
reputational damage, and margin erosion.

View this Webinar


HOW TO FIGHT A PRICE WAR

In this on-demand webinar, learn strategies and tactics for preventing a price
war, handling "dumb" competitors, de-escalating and avoiding provocative
situations, and winning without actually fighting.

View this Webinar


PROFITABLE PRICING ENABLEMENT

In this on-demand webinar, you'll learn about the new "best practice" of
leveraging data and technology to distribute pricing authority and control,
without sacrificing improved pricing performance.

View this Webinar


HOW TO HIRE GREAT PRICING PEOPLE

How do you identify pricing candidates with the raw materials to be most
successful? In this on-demand webinar, you'll learn the most important
attributes you should be looking for when building your team.

View this Webinar


REVAMPING SALES COMP TO IMPROVE PRICING

In this on-demand webinar, you'll learn about the pros and cons of various
approaches for infusing pricing performance into your sales compensation plan to
reduce unnecessary discounting and boost profitability.

View this Webinar


PRICING PSYCHOLOGY IN B2B

While businesses do indeed have systems and policies to ensure greater
rationality and consideration in purchasing, certain psychological factors can
still have tremendous influence over price perceptions.

View this Webinar


ALL ABOUT PRICE OPTIMIZATION

The term "price optimization" is being thrown around with such abandon these
days that confusion, rather than clarity, is the more likely result. In this
on-demand webinar, you'll learn what price optimization really is and how it
works.

View this Webinar


ASSESSING YOUR PRICING CAPABILITIES

While you might think your pricing capabilities are pretty good, how do you
really know? How can you tell? In this on-demand webinar, learn how to leverage
"3 P" assessments to figure out where you're at and where you need to improve.

View this Webinar


CRUCIAL B2B PRICING CONCEPTS

Pricing in a B2B environment is very different from pricing in consumer or
retail settings. In this on-demand webinar, you'll learn about 12 ways B2B
pricing is unique and 6 core pricing concepts that every B2B pricing person
needs to understand inside and out.

View this Webinar


ADVANCING YOUR CAREER IN PRICING

There's never been a better time to be a B2B pricing professional. But when it
comes to your career, you can’t just hope that good things will happen in the
future. In this on-demand webinar, learn how to take charge and make good things
happen.

View this Webinar


5 PRICING TRENDS YOU CAN'T AFFORD TO IGNORE

From our unique vantage point, we've identified a number of larger trends that
pricing teams need to be prepared for. In this on-demand webinar, we explore
five of these trends and discuss the implications and ramifications.

View this Webinar


USING PRICING ANALYSIS TO DRIVE MORE GROWTH

Pricing analysis capabilities are usually only focused on pricing. But pricing
isn't the only thing the analytical processes and underlying data can be used
for. In this on-demand webinar, you will learn how answering other powerful
questions can increase your impact and internal profile.

View this Webinar


HOW TO COMBAT COMPETITIVE PRICING PRESSURE

What's the best way to manage competitive pricing pressure? In this 4-part
training webinar, we share 20 strategies and tactics leading pricing teams are
using to anticipate competitive moves, minimize their impact, and respond more
effectively.

View this Webinar


DIAGNOSING PRICING PROBLEMS

When companies stop at a default diagnosis of, “Something’s wrong with the
pricing,” they never identify and fix the true root-causes of the issues. In
this on-demand webinar, learn how to identify the real root-causes behind
pricing performance issues.

View this Webinar


BUILDING A BETTER BID DESK

Large bids and quotes can have huge impacts on everything from revenue and
profit to capacity utilization and strategic positioning. In this on-demand
training session, learn strategies and tactics for improving the effectiveness
of your bid desk.

View this Webinar


BUILDING A PRICING CENTER OF EXCELLENCE

Experts have long argued that centralized pricing is the ideal model for driving
performance improvement. But these days, companies are finding success taking a
different approach---the Pricing Center of Excellence.

View this Webinar


THE PRICING PRACTITIONER'S PRIMER ON B2B SALES

To be most effective in B2B environments, pricing professionals need to learn as
much as they can about their sales function. In this on-demand webinar, learn
more about aspects of sales people and processes that can affect pricing
performance.

View this Webinar


THE PROS & CONS OF B2B PRICING STRATEGIES

The conventional wisdom around pricing strategy often fails to make clear that
some of the "standard" options are extremely dangerous in B2B environments! In
this on-demand webinar, learn which pricing strategies actually work...and which
ones will destroy your margins.

View this Webinar


POWERHOUSE PRICING TEAMS

In B2B, dedicated pricing teams are still a relatively new development. And as
such, there are no long-standing rules for how everything should work. In this
on-demand webinar, explore the common traits, characteristics, and behaviors of
successful pricing teams that have been around longer than most.

View this Webinar


MAKING CHANGE HAPPEN

How do you get executives to recognize a need for change? How do you get an
organization to move away from the status quo and actually embrace doing things
differently? How do you foster true adoption, as opposed to merely forced
compliance?

View this Webinar


HOW TO DEFEND YOUR PRICES

In B2B environments, you're sometimes facing a battle on two fronts: With
customers and prospects, and with others inside your own company. In this
on-demand webinar, learn about effective strategies and tactics for defending
your prices internally and externally.

View this Webinar


THE FUNDAMENTALS OF EFFECTIVE PRICING ANALYSIS

In this on-demand training webinar, we share the fundamental concepts and
principles behind effective pricing analysis, expose the critical building
blocks that need to be in-place, and walk through a basic pricing analysis
example to pull everything together.

View this Webinar


GENERATING MORE SALES FROM EXISTING CUSTOMERS

Many B2B companies struggle to identify untapped sales opportunities and
maximize revenue from the customers they've already acquired. In this four-part
recorded training session, learn what leading sales operations are doing
differently to grow share-of-wallet with existing customers.

View this Webinar


IDENTIFYING & CAPTURING PROFITABLE "QUICK WINS"

It’s always good to have a few simple strategies close at hand for boosting
margin dollars without having to expend a lot of time, effort, or money. In this
three-part recorded training session, we discuss and explain 15 "quick win"
strategies and tactics that have proven effective for others.

View this Webinar


HOW TO PRICE NEW PRODUCTS

In this on-demand webinar, learn about three common types of new products that
pricing teams are likely to encounter, and explore the core strategies and
processes for dealing with the realities associated with them. Hint: "Best
practice" is not always realistic.

View this Webinar


SURVIVAL STRATEGIES FOR RAISING PRICES

In this on-demand training seminar, learn why some B2B companies struggle with
price increases while others are able to do it with far less pain and angst.
What are leading companies doing differently to execute price increases with far
less risk, conflict, and uncertainty?

View this Webinar


THE FUNDAMENTALS OF PRICE SEGMENTATION

In this recorded training seminar, we explain the concept of price segmentation
and why it's such a powerful and important tool. We explore the essential
process and even walk through a step-by-step exercise, building an example price
segmentation model from scratch.

View this Webinar


EFFECTIVE PRICING THROUGH THE PRODUCT LIFECYCLE

This on-demand training seminar explores the conventional wisdom around
lifecycle pricing, highlights some major flaws, and reveals what leading pricing
groups are doing differently to price effectively throughout the product
lifecycle.

View this Webinar


BUSINESS-TO-BUSINESS PRICE ELASTICITY

In this recorded training session, we explain the fundamentals of price
elasticity in straightforward terms, explore the various principles involved,
and provides valuable tips and insights to help you get started toward
leveraging this most powerful measure in B2B pricing.

View this Webinar


MARKETING PRICING INITIATIVES FOR SUCCESS

Pricing initiatives often require buy-in from multiple departments just to get
off the ground. In this on-demand training seminar, learn the essential
marketing process for securing and maintaining internal buy-in and support for
your pricing projects and initiatives.

View this Webinar


PRICING SERVICES TO CUSTOMER VALUE

When you’re selling services or project work, it can be challenging to get
customers to focus on the value being delivered or exchanged. In this recorded
training seminar, learn how to improve revenue and margins when your offering is
largely intangible.

View this Webinar


GETTING YOUR SALESPEOPLE TO PRICE BETTER

Chances are, the behavior of your salespeople will ultimately determine whether
your pricing strategies are effective or not. In this on-demand training
seminar, learn proven approaches and strategies for getting your sales team to
price and discount far more effectively.

View this Webinar


PROVING THE VALUE OF THE PRICING FUNCTION

Executives understand the value of functions like sales, marketing, and
finance---but pricing often has to justify their very existence, over and over
again. In this recorded training seminar, learn how to demonstrate the results
and metrics that can earn you a seat at the big table.

View this Webinar


GETTING THE MOST OUT OF PRICE SEGMENTATION

The process of building or improving a price segmentation model can seem like a
daunting task. In this on-demand training seminar, we discuss best practices and
straightforward techniques for improving the quality and accuracy of your price
segmentation model.

View this Webinar


NAVIGATING THE PRICING TECHNOLOGY LANDSCAPE

Given the pace of change, it’s increasingly difficult to keep track of the
various pricing technologies and what they’re best used for. In this recorded
training seminar, we discuss the latest trends and developments and how
different types of solutions compare.

View this Webinar


THE ESSENCE OF STRATEGIC PRICING

It's easy to fill your to-do list with all sorts of tactical pricing tasks. But
if you're only focusing on those, it's hard to generate significant results.
View this recorded training seminar and learn about tackling the most powerful
and effective aspects of real strategic pricing.

View this Webinar


THERE'S MORE TO PROFIT THAN PRICE

For many pricing teams, expanding their perspectives from "pricing" to
"profitability" is the key to maximizing effectiveness. In this on-demand
training session, we expose and explore five of the other powerful growth levers
that really matter in B2B environments.

View this Webinar


BREAKING OUT OF YOUR PRICING "BOX"

Effective pricing in B2B often requires coordination between marketing, sales,
product management, and even accounting. This on-demand training session exposes
how to influence the other departments that can make or break your pricing
efforts.

View this Webinar

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