Pricing Strategy: B2B Markets

This framework covers a detailed account on effective approaches to B2B Pricing Strategy.

by Flevy
Best Practice Frameworks & Tools (used by Fortune 100) - Strategy, OpEx, Digital, Change, ProcessFollow

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Description
Companies operating in the B2B segment are facing cut-throat competition today. Downturns and dwindling oil prices have caused panic among firms, resulting in blindly following strategies that are curbing their profits further. Products are also getting highly commoditized. This trend demands a robust Competitive Strategy. To achieve higher returns, pricing leaders must focus on managing for profits instead of blindly attacking the competition by slashing prices.


A few firms are, however, still managing better profit margins than the rest by doing things differently. For highly competitive markets--where cost advantage over competitors and breakthrough innovations are unattainable--an effective pricing strategy can still leverage profits. Leading firms employ the "managing for profits" approach instead of focusing on "managing for market share."

The presentation covers the following topics in detail:

* Approach to B2B Pricing Strategy
* 5 Building Blocks of B2B Pricing Strategy
* 5 B2B Pricing Insights
* Dynamic Wargaming Study on B2B Pricing Strategy - A Wargaming approach to profitable pricing strategy enables the firms to have a deeper understanding of industry dynamics.

Other themes talked about in the deck include Price Leaders vs. Laggards, Poaching, Retaliation, Price Wars, and Customer Switching.

The slide deck also includes some slide templates for you to use in your own business presentations.

This Best Practice includes
1 PowerPoint presentation