Customer-specific pricing, or prices that are negotiated and set for one customer, is often one of the most sacred price modes in a business, and, as such, it’s the last to be addressed when price needs to move. Try to change prices and you’ll have the sales team throwing on their MC Hammer pants and screaming “Can’t touch this!” However, when we take a closer look at customer-specific pricing, there are two types that commonly take place in a business. Each of which are unique in terms of ability to sap margin from your business and in terms of how fix them.
In this webinar hosted by the European Pricing Platform, Zilliant Vice President of Services Brooks Hamilton, delves into customer-specific pricing: what it is, how it’s expressed in the business, and surprising reimagined approaches to achieve major margin improvements. Learn what it takes in terms of methodology, price and deal management tools, process and communication to set and update customer-specific pricing that retains a healthy margin and satisfies customers.