Decision Tool

Conducting A Pricing And Packaging Capabilities Assessment

Identify The Most Critical Areas For Improvement

July 30th, 2024
With contributors:
Amy Hayes , Brittany Viola , Shannon Colford , Drew Zalucky

Summary

To assess B2B pricing and packaging processes, organizations should focus on a few essential elements, along with criteria unique to each situation. The assessment should measure maturity across four phases as illustrated in the Forrester Pricing And Packaging Blueprint. It should then determine what key processes have gaps and which competencies are most critical for improvement. In this report, we define the four phases and associated components of a pricing and packaging capabilities assessment and describe how to use the assessment and an accompanying tool to improve pricing processes, skills, and systems to maximize revenue and profitability.

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