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PRICING BEST PRACTICES, RESEARCH REPORTS, TRAINING COURSES AND WEBINARS

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JOURNAL SUBSCRIBERS GET ALL OF THESE FEATURES...


TRAINING WEBINARS

Attend our in-depth pricing webinars and view the full archive


HELP DESK SERVICE

Get your specific pricing questions answered by our research team


ON-DEMAND LIBRARY

Access hundreds of pricing guides, tutorials, and research reports


EXPERT INTERVIEWS

Hear from your peers and experts in the pricing world

On-Demand Library


ACCESS TO HUNDREDS OF GUIDES, TUTORIALS, AND REPORTS


IN PRICING, YOU NEED TO KEEP UP WITH BEST PRACTICES

Ideally, you and your team will know everything they can about the myriad of
issues and problems they’re facing…before attempting to address them. And
certainly, you want your team to learn as much as they can about what really
works and what doesn’t…before they reinvent the wheel or repeat costly mistakes.


BUT WHO REALLY HAS THE TIME…OR OPPORTUNITY?

 * …to conduct in-depth research on all the various issues and problems that
   might come up?
 * …to click on tons of search engine results to find a few tips that might
   actually help?
 * …to wade through academic research to identify the handful of tactics that
   could be relevant?
 * …to interact with pricing experts to hear the dirty truth about making
   pricing strategies work?
 * …to get other practitioners to share the lessons learned that they keep close
   to their vest?


WELL…THAT’S OUR BUSINESS…OUR TEAM DOES THE RESEARCH SO YOU DON’T HAVE TO

At PricingBrew, it’s our business to explore issues and problems that most B2B
pricing teams will inevitably have to deal with. It’s our business to stay on
top of new developments and innovations in the pricing space. And it’s our
business to get beyond the academic theories and find out what really works…and
what doesn’t.

 * Our research team gathers proven practices and lessons-learned from
   practitioners and industry experts all over the globe–through telephone
   interviews, email exchanges, questionnaires, surveys, and curated content. We
   pull together the real-world experiences and practical know-how of people who
   are working in the trenches, dealing with these critical issues on a daily
   basis, and being held accountable for the success or failure of their
   decisions.
 * Then, we distill the information down to the essentials leaving out the fluff
   and filler to synthesize the most useful information. We identify the shared
   themes and practices across various industries. We determine the common
   problems and pitfalls to be avoided along the way. And, as former
   practitioners ourselves, we assess every concept, practice, and technique for
   relevance and practicality in a typical B2B environment.
 * Finally, we publish these concise nuggets of wisdom and insight to the
   PricingBrew Journal’s ever-expanding library of hundreds of tutorials,
   express guides, case studies, research reports, worksheets, tools, and
   diagnostics—all accessible online, 24×7, from any computer or mobile device.


OUR ON-DEMAND LIBRARY IS FULL OF RESEARCH ON CRITICAL TOPICS



 * Does your team need to learn more about pricing to value?
   On that topic alone, the Journal’s library contains 43 step-by-step
   tutorials, express guides, worksheets and case studies that can broaden their
   knowledge and better-inform their decisions.
 * Or, how about working more effectively with the sales team?
   That’s a big challenge for B2B pricing teams, right? Well, there are 30+
   on-demand educational resources in the library that address that specific
   issue.
 * What about brushing up on the fundamentals?
   The library contains dozens of primers, guides, and tutorials covering the
   basics of conducting pricing analyses, building segmentation models,
   leveraging price elasticity, and more.

And what if you’re not sure where the real problems may be, or where your best
opportunities for improvement may lie? In the library, you’ll find a number of
self-assessments and worksheets to help you zero-in on the right areas.


HERE'S A SAMPLING OF THE RESOURCES YOU'LL FIND IN THE LIBRARY:


EXPOSING YOUR DIFFERENTIAL VALUE STEP-BY-STEP

This tutorial cuts through the apparent complexity of value-based pricing to
provide simplified, step-by-step process for understanding and exposing the
differential value of your offerings.




HOW TO PREVENT MARGIN MELTDOWNS IN THE FIELD

When your salespeople adopt better pricing and discounting habits, your
strategies can become much more powerful than they were on paper. In this
tutorial, learn seven real-world strategies and tactics for getting B2B
salespeople to price and discount more effectively.




HOW TO ADVANCE YOUR CAREER IN B2B PRICING

In this day and age, you can’t just expect things to happen, you have to make
things happen. This tutorial explains eight different "plays" to effectively
manage and advance your career in pricing.




LEVERAGING PEER PRESSURE TO IMPROVE PRICING

This tutorial provides insight into salespeople's behavior and outlines an
effective game plan for motivating your sales team to police themselves and
close more deals at their target prices.




STEP-BY-STEP COMPETITIVE ANALYSIS FOR STRATEGIC PRICING

How to use competitive analysis to identify actionable opportunities to gain
strategic advantage, expose competitive gaps, provide differentiation beyond
price, and reduce the pressure to discount.




FIVE STEPS TOWARD UNDERSTANDING SALESPEOPLE

A big part of pricing is influencing and motivating salespeople to price and
discount more effectively. This guide helps you understand salespeople and learn
what makes them tick.




HOW TO EXPLAIN PRICE SEGMENTATION TO OTHERS

As powerful as it is, price segmentation can sometimes be difficult for people
outside of pricing to understand. This tutorial simplifies the concepts so that
just about anyone can understand this important and foundational concept.




DELIVERING ANSWERS TO THE POINT OF SALE

While the promise of data-driven decisions in sales is compelling, it’s rarely
realistic. This tutorial reveals a more effective approach for getting
salespeople to use data and analytics to make better pricing decisions.




THE ANATOMY OF A SUCCESSFUL B2B PRICING ANALYST

What key competencies are most important for a B2B pricing analyst to have? This
guide covers PricingBrew Network research into the 21 most important attributes,
skills, and capabilities for B2B pricing analysts to develop or possess.




DRIVING STRATEGIC DECISIONS WITH PRICING ANALYTICS

Most often, pricing analytics are only used to evaluate specific deals, identify
pricing outliers, and measure price performance over time. But in the right
hands, armed with the right questions, pricing analytics can serve a much
more strategic purpose.




INFLUENCING INTERNAL PRICING NEGOTIATIONS

In B2B, the most costly pricing negotiations often take place within the
confines of our own organizations. In this guide, you'll learn the top 10
strategies for negotiating better pricing outcomes with others inside your
company.




HOW CUSTOMERS EVALUATE A PRICE

Customers aren't as logical in understanding value and assessing a price as you
might think. In this guide, Mark Dresdner exposes eight factors that play an
important role when a potential customer evaluates your prices.




UNDERSTANDING HOW B2B PRICING IS DIFFERENT

It's dangerous to assume that the pricing principles are the same whether the
buyer is an individual consumer or a business. This guide explains five
important differences between B2B and B2C pricing and how you can use them to
your advantage.




BUILDING A CENTER OF EXCELLENCE AROUND PRICING

For many companies, the Pricing Center of Excellence model is finding favor over
centralized pricing teams. This guide exposes the critical differences and steps
to getting started with this popular model in your own organization.




CREATING & MANAGING A PRICING GOVERNANCE TEAM

Pricing is often the culmination of many decisions made by many different groups
across the company. In this guide, learn to embrace the inter-connected nature
of pricing in a B2B environment by giving stakeholders a voice.




HOW TO CRATER A MARKET WITH COST-PLUS PRICING

For one large manufacturer, cost-plus pricing was tantamount to malpractice. In
this case study, learn how the lack of strategic pricing capability reduced the
value of an entire market by over $1 billion.




HOW STRICT PRICING ENFORCEMENT KILLED A PRODUCT

Strict enforcement of pricing policies can seem like a great idea. But this
comical case study sheds some light on the perils of enforcing policies that are
lacking (and somewhat ridiculous).




HOW A "TOP SALESPERSON" GUTTED A PRICING INITIATIVE

It's important to get Sales on-board when pursuing a pricing technology
initiative, right? But how important is it, really? In this case study, learn to
avoid the mistakes one company made when implementing a new pricing technology.




EFFECTIVE INTERNAL MARKETING FOR PRICING INITIATIVES

Pricing initiatives don't happen overnight and organizational support can wane
over time. Without some thoughtful planning, initiatives can end-up fading into
the background. Learn the approaches two companies used to keep support and
momentum going.




EXPLORING THE ROOT-CAUSES OF PRICING PROBLEMS

An educational case study collection exploring seven instances where further
investigation revealed that supposed pricing problems weren't really pricing
problems after all.




USING A COST-PLUS MINDSET TO YOUR ADVANTAGE

An edgy case study that exposes how one company got "creative" to improve
profitability without having to change their sales team's ingrained cost-plus
pricing behaviors.




TWO WAYS TO CHAMPION PRICING INITIATIVES

This case history details how one pricing champion used two different approaches
to gain support and approval...and got very different results. Find out which
approach worked better.




THE B2B PRICING CAPABILITY SELF-ASSESSMENT

To help identify areas for improvement and help gauge the competitiveness of
your company's strategic and tactical pricing capabilities, simply answer the 52
questions in this straightforward self-assessment as truthfully and objectively
as possible.




TEN SIGNS YOUR PRICING STRATEGY STINKS

There are so many factors at play in pricing that it can be difficult to know if
your strategy is really effective or not. This simple self-assessment can help
determine whether the odds are for or against your pricing strategy.




THE PRICE SEGMENTATION SELF-ASSESSMENT

Simply answer the questions in this self-assessment (objectively) to gauge the
likely quality, accuracy, and efficacy of your price segmentation model. You can
assess overall quality, as well as pinpoint specific opportunities for
improvement.




THREE TYPES OF BUYERS THAT DON'T BUY ON PRICE

Research says that 60-70% of buyers aren't price buyers---lower your price for
them and you just give margin away. Learn how to identify the types of buyers
where additional discounts won't help you win the business.




THE TRIANGULATED COMPETITIVE AUDIT GUIDE

The Triangulated Competitive Audit Guide provides you with a full reference list
of the strategic questions you'll want to ask to gain a deeper understanding of
your competitors and their motivations.




UNDERRATED PRICING TECHNOLOGY EVALUATION CRITERIA

This 36-question diagnostic exposes and explains seven areas of pricing
technology evaluation and comparison that are underrated, underutilized, and
deserving of much greater consideration by prospective buyers.




THE MULTIPLE DIMENSIONS OF VALUE CHART

Use this chart of potential value-drivers along multiple dimensions to aid your
initial brainstorming around how your offerings deliver value to your customers.




PREVENTING BAD DEALS BEFORE THEY HAPPEN

Thanks to analytical toolsets, it's easy to identify deals that weren't priced
properly. But after-the-fact corrective actions do little to prevent outliers
from happening again. This diagnostic shows you how to uncover and address the
true root causes behind bad deals.



Reveal More Resources...

How valuable is it to have a whole library of B2B pricing tutorials, express
guides, case studies, research reports, assessments, tools, and diagnostics—all
curated by former practitioners and distilled to the essentials—just a click
away when your team needs to solve a problem or address an issue?

Of course, it’s hard to say for sure. But we’re extremely confident that the
Resource Library alone is worth at least ten times your investment in a
PricingBrew Journal subscription for you and your team.

After all, it’s pretty easy to see how just one effective strategy gleaned from
a tutorial…or one proven tactic picked up from an express guide…or a single big
mistake avoided by reading a case study…could make or save your company tens of
thousands of dollars and likely a whole lot more.

For an annual price of just $599 for the first user and $125 for each additional
user on your team, everyone gets access to this content-rich and ever-growing
library. Not only that, but everyone gets access to all of the other features as
well, including our popular webinar series, expert interviews, as well as our
Help Desk.


JOURNAL SUBSCRIBERS GET ACCESS TO THESE OTHER FEATURES TOO…

EXPERT INTERVIEWS


LEARN FROM OTHER PRACTITIONERS WHO'VE "BEEN THERE AND DONE THAT" THROUGH OUR
EXPERT INTERVIEW SERIES

Subscribers can hear 25+ hours of in-depth interviews we've conducted (with new
ones each month). Hear war stories from others in the pricing trenches. Learn
about emerging best practices, the latest trends in B2B pricing, what’s worked
well (and what's failed miserably).

Discover the Expert Interview Series

TRAINING WEBINARS


DOZENS OF "SALES FREE" TRAINING WEBINARS AND WORKSHOPS COVERING CRUCIAL B2B
PRICING TOPICS

Subscribers get access to our entire online archive of recorded training
webinars--each one is a full 60+ minutes of 100% educational content. Plus,
every few weeks we hold a new subscriber-only webinar that your team members can
attend and participate in live.

Check Out Our Webinars

HELP DESK SERVICE


ASK OUR TEAM OF ANALYSTS FOR ADVICE, INSIGHTS, AND PERSPECTIVES ON YOUR SPECIFIC
PRICING CHALLENGES

Subscribers can use our Help Desk service to tap into our team of pricing
analysts and researchers to get unbiased advice and unvarnished perspectives on
your specific pricing issues and challenges---privately and confidentially, of
course.

Learn More About The Help Desk

These Features Cover The Spectrum Of B2B Pricing Topics

 * Price Segmentation & Elasticity
 * Value Pricing & Negotiation
 * Strategic & Competitive Pricing
 * Pricing Technology & Analytics
 * Customer Profitability & Growth
 * New Product & Lifecycle Pricing

 * Pricing Leadership & Evangelism
 * Cost-to-Serve Modeling
 * Sales Force Engagement
 * Adoption & Change Management
 * Team Structure & Career Development
 * Pricing Process Management


SUBSCRIBE & GET IMMEDIATE ACCESSTEAMS BIG OR SMALL, WE HAVE A SUBSCRIPTION PLAN
THAT FITS

How Many On Your Team?

1 Person2 People3 People4 People5 People6 People7 People8 People9 People10
People11 People12 People13 People14 People15 People16 People17 People18 People19
People20 People


$599/YR

Less than $50 per month

Order Now1 Person Plan

Each Additional User is Just $125/year




FREQUENTLY ASKED QUESTIONS


IS EVERYTHING REALLY INCLUDED WITH THE SUBSCRIPTION?

Yes. Everything is included with your subscription—the training webinars, the
expert interviews, the tutorials, guides, and tools, as well as our unique
Pricing Help Desk service. And, of course, you'll get access to all of the new
resources that are being added on a regular basis.




DO YOU OFFER A MONTH-TO-MONTH SUBSCRIPTION?

Yes we do. Our single-user month-to-month subscription provides all of the
Journal's great features for $99/month. Click here to sign up for our monthly
subscription--you can cancel or upgrade to an annual subscription at any time.


CAN WE ADD MORE USERS LATER?

Yes. You can add more users at any time for just $125/user per year. It's easy
to add them right within your account.


WHAT HAPPENS AFTER I SUBSCRIBE?

During the ordering process, you’ll create a PricingBrew password. After you
place your order, you’ll immediately have access to The Journal through the
secure subscriber area. And you can use your email address and password to
access The PricingBrew Journal from any computer or mobile device.



For multi-user and enterprise subscriptions, you’ll also receive a unique link
that you can pass along to the other intended users. It’s a simple registration
that will allow them to create their accounts and get access. You'll also easily
be able to monitor sign-ups and access within your account.


CAN I PURCHASE A SUBSCRIPTION FOR SOMEONE ELSE ON MY TEAM?

You sure can. If you'll be accessing the subscription as well, purchasing a
multi-user subscription will give you immediate access. You'll also get a
special link to pass along to the other users so they can setup their accounts
and get access. If you're just handling the purchase but won't be accessing the
subscription, just complete the subscription order and email us at
support@pricingbrew.com to let us know. We'll setup your account to manage
billing and provide a link so that the other user (or users) can create their
login for access.


MY TEAM WOULD LIKE TO SEE HOW IT ALL WORKS. CAN WE GET A DEMO?

Sure! We're happy to set up a demo so you and your team can get a better
understanding of all that The PricingBrew Journal has to offer. To schedule a
demo, just sent an email to demos@pricingbrew.com and our support team will work
with you to find a day and time that works best.


CAN WE PAY VIA BANK TRANSFER OR COMPANY CHECK?

Credit card payment is preferred as it provides you immediate access to your
subscription. But we understand that some companies need to pay with a bank
transfer or check. For an additional 10% charge, our team is happy to
accommodate this payment option for any multi-user subscription. Just send us an
email at support@pricingbrew.com to let us know how many users your subscription
will be for and we’ll send along the details.


I HAVE ANOTHER QUESTION. CAN YOU HELP?

If you have another question that isn't addressed here, just send us an email at
support@pricingbrew.com. We're always happy to help.


SHARE OUR FREE CATALOG WITH YOUR TEAM

Looking for something to pass around internally so everyone can understand what
they’ll get access to as Journal subscribers? Our in-depth PDF catalog can give
everyone a much better understanding of the variety of content and tools that
they'll get access to after subscribing. Of course, getting the catalog is
free—we don’t even ask for your email address.

Download Our Catalog


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COMMENTS.)


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"WHAT I FOUND SO FAR ON PRICINGBREW IS REALLY DIFFERENT AND HIGHLIGHTS THE DAILY
PRICING ISSUES IN A VERY TANGIBLE MANNER."



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