Dynamic / advanced pricing

Advanced pricing is often one of the highest-leverage and most under-invested areas in B2B, since even small margin improvements applied across a large catalog and customer base can outweigh gains from most other initiatives. Master B2B’s webcast debate on the topic found the barrier is rarely strategic disagreement about whether advanced pricing works, it is operational: the data and systems needed to price dynamically and accurately at scale are often not in place, and the organizational will to change pricing that has been static for years can be harder to secure than the technology itself.