Only 5% of B2B companies succeed in their general (or periodic) price increases. 70% obtain mixed results at best, sometimes very much behind targets. This poor performance is revealed in a recent survey conducted by the international journal of sales transformation and Corporate Visions. This only confirms what seemed obvious: the most difficult conversation for [...]

A study conducted in the US High-Tech industry by AMR (Advanced Market Research) revealed that: 80% of companies consider execution as their weak point in price and revenue management, 45% think they are not efficient at enforcing their own pricing policy, 50% mainly rely on manual or Excel-based processes. Pricing execution: a set of still [...]