Best Practice Report

Getting Started With Pricing And Packaging Projects

Leveraging A Cross-Function Team To Achieve Pricing Objectives

July 8th, 2019
Lisa Singer, VP, Research Director
Lisa Singer VP, Research Director

Summary

Due to the dispersed nature of pricing and packaging responsibility in many B2B organizations, governance over initiatives is often undefined, making it unclear who should take the lead to address challenges and how decisions are best made. A cross-functional pricing and packaging team should define consistent processes, methodologies and standardized deliverables and provide guidance and oversight for the development or modification of offering pricing and packaging. In this report, we provide a step-by-step approach for moving a pricing initiative through a standardized and guided decision-making process and describe sample initiatives that could be run successfully through that process.

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