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Navigable Slide Index

1. Introduction
2. B2B price optimization
3. Industries which apply B2B price optimization
4. B2B sales process
5. Responsibilities of the pricing analytics team
6. Determining optimal price quotes (1)
7. Objective of price optimization
8. Price optimization process
9. Data requirements
10. Computing the market response model (MRM)
11. Two common MRM forms
12. Price elasticity - words of caution
13. The logit MRM
14. Determining the contribution function
15. Deduct opportunity costs
16. Linear contribution function
17. Determining optimal price quotes (2)
18. Putting it all together
19. Concluding remarks
20. References

Topics Covered

• Applications within many industries
• Typical B2B sales process with pricing analytics
• Responsibilities of the pricing analytics team
• Determining optical pricing quotes
• Price optimization process
• Data requirements
• Computing the market response units
• Considerations for determining the contribution function
• Determining the optimal quote price

Links

Series:

• Practical Pricing and Revenue Management

Categories:

• Finance, Accounting & Economics
• Marketing & Sales

Talk Citation

Publication History

• Published on October 28, 2009
• Archived on May 28, 2025