Guest lecture: B2B pricing

Question 1

What are the 4 typical b2b challenges?

Answer 1

• Lack of transparency
• Lack of standardization
• Lack of Harmonization
• Lack of Differentiation

Question 2

What are the 3 levels where pricing software can make the difference?

Answer 2

1.Advanced pricing analytics
- real-time data connections to ERP & CRM systems
- Monitoring dashboards and analytics that show developments on detail#

2.Smart & dynamic price setting
- Price setting & pricing strategy execution
- Enables automated price updates

3.Digitalized Configure, price, quate (CPQ)
- Efficient digital processes to speed commercials and improve decisions
- Leading to advanced pricing and deal evaluation

Question 3

What are the 5 new pricing models evolving with increasing customer expectations?

Answer 3

1. Flatrates single price for access, monthly ffee
2. Pay per use: price based on consumption
3. XaaS: everything as a service,
4. Freemium: free access to basics, and premium for advanced options
5. Performance-based: payment based on results, metrics-driven compensation

Question 4

What are the three exemplary AI use cases ?

Answer 4

1.Dynamic Segmentation & Targeting
2.Automated Lead Nurturing
3.Guide NEgotiations & Pricing