Ines Horn, Author at Ignize. Helping companies manage their future

Value-Based Pricing: A Guide for B2B Manufacturers

In today’s competitive market landscape, aligning prices with customers’ perceived value and willingness to pay is paramount for sustainable success. […]

Revenue Growth Management: The Complete Guide for B2B Manufacturers

Revenue growth management arrived in B2B manufacturing about ten years after it did in consumer goods. It arrived slightly translated, […]

Deal Desk: What It Is, When You Need One, and How to Set It Up

A deal desk is one of those commercial functions that companies tend to build after they realise they needed it. […]

Price Negotiation in B2B: How to Win Deals Without Destroying Margins

In B2B sales, price negotiation is inevitable. Buyers are trained to push back. Procurement teams benchmark your price against competitors […]

How to Increase Profit Margins in Manufacturing: 10 Proven Strategies

For twenty years, the manufacturing margin conversation has been the same conversation. Lean. Six sigma. Supplier consolidation. Automation. ERP. Outsourcing. […]

Spare Parts Pricing: The Manufacturer’s Guide to Capturing Aftermarket Margin

Spare parts pricing is one of the highest-margin opportunities in B2B manufacturing — and one of the most consistently undermanaged. […]

International Reference Pricing (IRP): A Framework for Global B2B Manufacturers

International reference pricing is one of the most powerful tools available to global B2B manufacturers — and one of the […]

Win Rate Optimization: How Smarter Pricing Turns More Quotes into Orders

Win rate optimization is one of the highest-leverage commercial challenges in B2B — and pricing is almost always at the […]

What Is a Price Waterfall? A Practical Guide for Manufacturers

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 […]

What Is Pricing Architecture in Manufacturing (And Why It Matters)

How Industrial Companies Build Scalable, Consistent, and Profitable Pricing Structures In manufacturing, pricing is often discussed in terms of levels. […]

Why Pricing Governance Fails in Large Manufacturing Companies

And How Industrial Leaders Build and Maintain Pricing Architecture That Actually Works In large manufacturing companies, pricing governance often exists […]

How to Structure Pricing Across Global Product Portfolios

A Strategic Guide for B2B Manufacturing Companies For manufacturing companies operating across multiple regions, pricing complexity increases rapidly. Different markets. Different customer expectations. Different […]

Author: Ines Horn