B2B Reimagined is a monthly podcast with a rotating host of experts. Each of whom brings decades of experience using data science to address industry-vertical specific challenges that give the critical strategic control over pricing and sales that today’s B2B companies simply must have.GET PODCAST UPDATES
Returning guest David Moss, partner at pwc, drops by to dispel a common myth about revenue growth management: it’s not just applicable in consumer markets. In fact, the concept is widely relevant for B2B companies, who thrive on analytical insights into sales and marketing every bit as much as their B2C counterparts do. In this episode, David describes the six pillars of successful revenue growth management in B2B, and how each is enhanced by a combination of pricing/rebate management software and business strategy.
This is really where strategy and pricing come together. Think about the whole value chain end-to-end and where your customer’s customer, your distributors and intermediaries all get a few pennies of every dollar that goes into that industry. Understanding who’s making what money is important for your negotiation and important for you to match the value that you provide to the whole value chain.