Pricing strategy in B2B companies is more important, more strategic, and more valuable today, yet most executives continue to manage it with uncertainty... taking cautious “trial and error” steps on issues that have serious (and often damaging) long-term impact. To sustain growth and drive profits, executives need to build a pricing capability that can deal with:

1. The emergence of powerful procurement groups who are expert at extracting aggressive price concessions;
2. Global competition with new business models, lower costs, and higher quality that undermine the value proposition of incumbents;
3. Increasingly rapid product commoditization that encourages customers to demand more aggressive price concessions.

Joseph Zale will talk about today’s required pricing capabilities -- organizational strengths that every company must build to remain competitive. Through several B2B examples, Joe will describe how to align prices and price structures to track with value, a pricing process that forces customers to acknowledge value, market communications that justify your prices in terms of value, and service packages that represent good value for customers.

In addition, Joe will provide a framework for developing effective pricing strategies and provide a roadmap on the necessary systems, organization, knowledge and training to ensure pricing capabilities are firmly embedded in your company.