Knowledge Center
Articles, frameworks and research for pricing leaders in manufacturing and industrial B2B.
In today’s competitive market landscape, aligning prices with customers’ perceived value and willingness to pay is paramount for sustainable success. […]
Revenue growth management arrived in B2B manufacturing about ten years after it did in consumer goods. It arrived slightly translated, […]
A deal desk is one of those commercial functions that companies tend to build after they realise they needed it. […]
In B2B sales, price negotiation is inevitable. Buyers are trained to push back. Procurement teams benchmark your price against competitors […]
For twenty years, the manufacturing margin conversation has been the same conversation. Lean. Six sigma. Supplier consolidation. Automation. ERP. Outsourcing. […]
Spare parts pricing is one of the highest-margin opportunities in B2B manufacturing — and one of the most consistently undermanaged. […]
International reference pricing is one of the most powerful tools available to global B2B manufacturers — and one of the […]
Win rate optimization is one of the highest-leverage commercial challenges in B2B — and pricing is almost always at the […]
You don’t always lose margin when you set prices. But you almost always lose it in how those prices are executed. Most manufacturers invest heavily in […]
How Industrial Companies Build Scalable, Consistent, and Profitable Pricing Structures In manufacturing, pricing is often discussed in terms of levels. […]
And How Industrial Leaders Build and Maintain Pricing Architecture That Actually Works In large manufacturing companies, pricing governance often exists […]
A Strategic Guide for B2B Manufacturing Companies For manufacturing companies operating across multiple regions, pricing complexity increases rapidly. Different markets. Different customer expectations. Different […]