decision complexity in b2b - part 2
DESCRIPTION
In Part 2 of this 3-Part webcast series, the author explains how the presence of multiple influencing factors and time pressure work against us when we make complex decisions. These decision errors are amplified by the number of employees making pricing decisions in your organization. One employee will price a transaction one way, while another will choose a completely different price. Which of those will decisions will drain the profits you need to meet your P&L plan, and which will drive a good customer into the arms of your competitor? This isn’t an academic question - improving price decisions by only a small amount can have a very large impact on your bottom line.TRANSCRIPT
Make Your Numbers™ ©2013 Zilliant Incorporated, All Rights Reserved Worldwide
With over 20 years of experience, Barrett has helped
businesses with complex negotiated environments
achieve rapid and effective margin improvements.
Having delivered optimization solutions in industries as
diverse as semiconductor manufacturing and building
materials distribution, there are very few pricing
challenges Barrett hasn't encountered and solved.
©2013 Zilliant Incorporated, All Rights Reserved Worldwide
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Barrett Thompson
GM, Pricing Excellence Solutions
Table of Contents
A. Pricing is Massively Complex B. Humans “Want” to Get it Right C. Time Pressure Increases Errors D. More People Means More Errors E. Seemingly Small Errors Really Add Up F. The Evil Twins of Pricing Errors
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©2013 Zilliant Incorporated, All Rights Reserved Worldwide
In a well-known study cited in The Price Advantage, for the top 1,200 global companies…
… 1% IMPROVEMENT IN THE AVERAGE
PRICE RECEIVED WOULD YIELD NEARLY
11% IMPROVEMENT IN GROSS PROFITS.
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What influences matter, and by how much? What is the best and fastest
©2013 Zilliant Incorporated, All Rights Reserved Worldwide
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Contact Us Today to
Learn How to Better
Manage Your Decision
Complexity
www.zilliant.com (512) 531-8503
If your business is suffering from price decision complexity and all the negative consequences that result from it, don’t be too hard on yourself.
Not even an army of analysts could tackle a problem of this size – it’s simply too huge.
Fortunately there are technology solutions available which tame this complexity with ease.
©2013 Zilliant Incorporated, All Rights Reserved Worldwide
Zilliant provides B2B companies with data-driven guidance, enabling smarter pricing and sales decisions to help businesses make their numbers. The Zilliant optimization platform uses advanced science in its price optimization applications to enable companies to overcome the massive complexity in their businesses. Our flexible SaaS model allows customers to quickly and confidently improve their financial performance by integrating into existing systems and processes. Learn more about how Zilliant helps companies price more profitably and sell more effectively at www.zilliant.com.
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