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| Title | Author | Type | Date | Link | |
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Global Pricing Survey: B2B Pricer’s perspective of commercial execution
In 2020, we conducted a Global Pricing Survey to find out the B2B Pricer's perspective of commercial execution. This survey was done in coo...
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Articles
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12 September 2022
| Details | |
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4th PMI Survey Report
The first interesting observation from the 4th EPP Global Pricing Maturity is that far more organizations than in the previous survey opera...
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Articles
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28 July 2022
| Details | |
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3rd PMI Survey Report
The 3rd EPP Global Pricing Maturity study shows a clear improvement in organizational pricing maturity, with only 22% of the companies in t...
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Articles
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28 July 2022
| Details | |
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How Life Sciences companies are using innovative technologies to achieve Tender ...
10th EPP Life Sciences Pricing Forum 2021 in Munich
Presentation by: Cube RM, Bavarian Nordic and CMR Surgical
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Cube RM, Bavarian Nordic and CMR Surgical
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Articles
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28 October 2021
| Details | |
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Pricing for Survival or Pricing for Success?
New market realities are leading many businesses to the realization that spreadsheets and ERP systems are just not built to handle the leve...
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PROS
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Articles
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30 April 2021
| Details |
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BMS, Roche, AZ Lose Out as China Favors Domestic Companies in 2020 NRDL PD-1 Bat...
In the days before 2020 came to a close, China’s National Healthcare Security Administration (NHSA) and Ministry of Human Resources and S...
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EVERSANA - Pricentric ONE
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Articles
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22 February 2021
| Details |
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Winning in Turbulent Times
In this whitepaper, Craig Zawada, Chief Visionary Officer of PROS, explains:
Why digital interactions are the new imperative
Where B2B...
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Craig Zawada
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Articles
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16 February 2021
| Details |
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New Price Models
C-level executives continue to consider pricing a top strategic priority, and for good reason: It’s the largest driver of growth in custo...
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Accenture
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Articles
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08 February 2021
| Details |
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Dynamic Pricing
C-level executives continue to consider pricing a top strategic priority, and for good reason: It’s the largest driver of growth in custo...
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Accenture
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Articles
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08 February 2021
| Details |
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The Pricing Revolution
C-level executives continue to consider pricing a top strategic priority, and for good reason: It’s the largest driver of growth in custo...
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Accenture
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Articles
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08 February 2021
| Details |
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Pricing Maturity Playbook - Crossing the pricing chasm
In their struggle to define a concrete and successful pricing maturity roadmap, many organisations contact EPP and ask: where do we need to...
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Articles
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08 January 2021
| Details | |
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How Does the Biden Administration Want to ‘Take on Pharma?’
Democratic President-elect Joe Biden and his administration are poised to take the reins from President Donald Trump, who had just begun ...
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EVERSANA - Pricentric ONE
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Articles
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16 December 2020
| Details |
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Do Germany's New Hemophilia Regulations Have Wider-reaching Implications?
In July 2019, the Drug Safety and Supply Law (GSAV) was passed by Germany’s Higher Chamber of Parliament, bringing about substantial chan...
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EVERSANA - Pricentric ONE
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Articles
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23 November 2020
| Details |
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Italy tackles HTA, pricing and reimbursment reforms
In July, new legislation set to overhaul the way pharmaceuticals are priced in Italy was finally implemented, following an announcement tha...
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EVERSANA - Pricentric ONE
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Articles
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16 October 2020
| Details |
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At the COVID-19 Finish Line, How Do We Price The Winning Vaccine?
As of August 21, 2020, there were more than 165 potential vaccine candidates in development for the novel coronavirus. While some are still...
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EVERSANA - Pricentric ONE
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Articles
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14 September 2020
| Details |
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Commercial excellence amid COVID-19 and after
How are companies influenced by the current crisis and what are their most common commercial challenges? How can commercial excellence play...
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Marc Abels, Maarten Moreels
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Articles
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24 April 2020
| Details |
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Tendering and Contracting - Industry Trends
With 25% of the pharmaceutical market worldwide going through some form of T&C, you are far from alone. We expect, in both developed an...
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Highpoint
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Articles
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01 August 2019
| Details | |
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Insights into Public Procurement for Life Sciences Companies
With public procurement growing across industries, Life Sciences companies are no exception to the rule. Indeed, 25% of the pharmaceutical ...
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Highpoint
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Articles
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16 April 2019
| Details | |
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Spare parts pricing cooked to perfection
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Electrolux
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Articles
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24 October 2018
| Details | |
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Health Economic Evaluation
The third volume in the Handbooks in Health Economic Evaluation series, this book provides the reader with a comprehensive set of instructi...
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Alastair Gray and Andrew Briggs
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Recommended Pricing Books
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11 October 2018
| Details |
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How to eat the value-based procurement elephant
Without a doubt, the health care sector is in full evolution. New, but often expensive, technologies and medications give patients access t...
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Monitor Deloitte
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Articles
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20 August 2018
| Details |
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List of CPQ Vendors & System Integrators
List of CPQ Vendors & System Integrators - collected by Novus CPQ
Published September 2018. Copyright 2018 Novus CPQ - All ...
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Novus CPQ
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Articles
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20 August 2018
| Details |
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The Formula for Better Pricing in Chemicals
Compared with other industries, chemical companies have underdeveloped pricing capabilities. They are less confident in their pricing decis...
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Bain - David Burns and David Schottland
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Articles
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20 August 2018
| Details |
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Pricing: the new frontier
This book is a good introduction to pricing, especially for students interested in a future pricing career.
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Gabor Rekettye & Jonathan Liu
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Recommended Pricing Books
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25 June 2018
| Details |
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Monetizing Data
This book focuses on the topics of data monetization and of the value-based pricing of data-driven offers. The authors introduces a newly-d...
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Stephan Liozu & Wolgang Ulaga
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Recommended Pricing Books
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25 June 2018
| Details |
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Value-based pricing in pharmaceuticals
Hype?
Value-based pricing (VBP) of pharma products has exciting potential to help improve patient outcomes – at an affordable co...
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KPMG
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Articles
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31 January 2018
| Details | |
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Payment Policies to Manage Pharmaceutical Costs
This report describes six types of payment policies employed in other high-income countries to manage the cost of pharmaceuticals; ...
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Elizabeth Docteur,Ruth Lopert
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Articles
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03 January 2018
| Details | |
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The Price Advantage
Updated throughout to reflect changes in the global pricing environment and advances in McKinsey's pricing knowledge, this Second Edition c...
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Baker, Morn and Zawada
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Recommended Pricing Books
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17 August 2017
| Details |
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The future of software pricing excellence: SaaS pricing
Pricing management is key to making a successful transition to the SaaS model. Failing to capture the true value of a product does more...
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PWC
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Articles
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17 August 2017
| Details |
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Strategic Parts Pricing
The objective of this Accenture point of view is to introduce strategic parts pricing, examine its potential, profile its main featur...
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Accenture
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Articles
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17 August 2017
| Details |
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Parts Lifecycle Optimization
Through its parts laboratories and dedicated tools, Accenture Product Lifecycle optimization provides end-to-end services to optimize s...
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Accenture
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Articles
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17 August 2017
| Details |
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Emerging Pharmaceutical Business Models for High Performance
Experts have been warning the industry about the impending structural changes stemming from the increase in the total cost of health ca...
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Accenture
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Articles
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17 August 2017
| Details |
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Global Pricing Strategies for Pharmaceutical Product Launches
This article provides a brief strategic overview of the types of constraints that manufacturers must overcome in order to implement a succ...
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Frederico Zornig
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Articles
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17 August 2017
| Details |
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The Top 10 Margin-Killing Myths AboutB2B Pricing
Over the years, we’ve noticed a perplexing contradiction in the B2B sector. On the one hand, it’s fair to say that every B2B compa...
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Zilliant
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Articles
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17 August 2017
| Details | |
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Pharma 2020: Challenging business models
The pharmaceutical marketplace is undergoing huge changes, as we indicated in “Pharma 2020: The vision”, the White Paper Pricewater...
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Zilliant
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Articles
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17 August 2017
| Details | |
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Prijsangst ? De verdrongen P in marketing.
Het klinkt vreemd in de complexiteit van ons zakendoen, maar uiteindelijk ligt een eenvoudig sommetje aan de basis van het realiseren v...
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Pol Vanaerde is oprichter van het EPP - Pricing Platorm
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Articles
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17 August 2017
| Details | |
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How to manage an aggressive competitor
How can firms develop a competitive defense strategy that minimizes both the self-and competitor-inflicted damages of price competiti...
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George E. Cressman, Jr. - Senior Pricer and Director, Strategic Pricing Group, Inc., and Thomas T. Nagle -Chairman, Strategic Pricing Group, Inc.,
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Articles
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17 August 2017
| Details | |
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Economic Value Calculation
In this article, we contrast two fundamentally different approaches to using “value” to set price and determine pricing strategy. I...
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Gerald E. Smith is chair of the marketing faculty at the Carroll School of Management, Boston College and Thomas T. Nagle is a member of MonitorDeloitte Group.
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Articles
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17 August 2017
| Details | |
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Fundamentals of dynamic pricing model for car sharing and car rental businesses
Classic pricing research methods are based on the assumption that people always decide rationally. Nevertheless, a new pricing study cond...
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Articles
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17 August 2017
| Details | ||
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Customer-centred Pricing Strategy
Classic pricing research methods are based on the assumption that people always decide rationally. Nevertheless, a new pricing study cond...
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Vocatus
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Articles
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17 August 2017
| Details | |
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Spare Parts Pricing Optimization
To contend with the unpredictable global economy, industrial manufacturers need a structured approach to spare parts pricing that takes...
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Karthik Natarajan and Karthik Natarajan is a Consulting Manager - are Consulting Manager within Cognizant Business Consulting
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Articles
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17 August 2017
| Details | |
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How to make after-sales services pay off
For many manufacturing companies, servicing products is an increasingly important part of the business. Manufacturers of everything f...
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Russell Bundschuhis a principal and Ted Dezvane is an associate principal in McKinsey’s New Jersey office.
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Articles
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17 August 2017
| Details |
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Implementing Value Pricing - A Radical Business Model for Professional Firms
An overwhelming majority of professional firms price their services by the flawed hourly billing method. This method is outdated, suboptima...
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Ronald J Baker
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Recommended Pricing Books
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17 August 2017
| Details |
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Pricing with Confidence: 10 Ways to Stop Leaving Money on the Table
In Pricing with Confidence, pricing gurus Reed Holden and Mark Burton offer a radically different solution—one that actually builds reven...
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Holden and Mukherjee
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Recommended Pricing Books
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17 August 2017
| Details |
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The 1% Windfall: How Successful Companies Use Price to Profit and Grow
We learn about the author’s concept of value pricing, which is based on how customers make purchase decisions and involves setting prices...
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Rafi Mohammed
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Recommended Pricing Books
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17 August 2017
| Details |
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The Pricing and Profit Playbook
Joanne Smith is well known throughout the pricing discipline as a thought leader and The Price and Profit Playbook bring her expertise to...
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J. Smith
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Recommended Pricing Books
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17 August 2017
| Details |
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Monetizing Innovation
Whether you are a CEO, executive leadership, or part of the team responsible for innovation and new product development, this book is for y...
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Ramanujan and Tacke
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Recommended Pricing Books
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17 August 2017
| Details |
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The Strategy & Tactics of Pricing
For almost three decades, The Strategy and Tactics of Pricing has served as the leading authority on strategic pricing. The sixth edition b...
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Nagle, Hogan and Zale
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Recommended Pricing Books
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17 August 2017
| Details |
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How to Price Spare Parts More Profitably
The spare parts business provides a means to compensate for the shrinking margins in the new machinery business. Despite the high possibl...
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Richard Zinoecker, Director at Simon-Kucher & Partners.
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Articles
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17 August 2017
| Details | |
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Price Optimization and CPQ
CPQ systems expand upon traditional sales configurators by addressing operational concerns around ensuring the integrity of sales...
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Michael Dunne
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Articles
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17 August 2017
| Details | |
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Effective strategies for combating reverse auctions
The common perception among selling organisations is that reverse auctions commoditise their offering, destroy established relationsh...
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Huthwaite International
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Articles
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17 August 2017
| Details | |
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Paying the Price for Recession
Pricing trends during the recession and implications for future strategy
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Martin Scott - Partner, Head of Operational Strategy Group - Performance & Technology KPMG LLP (UK)
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Articles
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17 August 2017
| Details | |
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List price optimization
Price lists are the bedrock of price setting. They inform the customers about prices; good ones describe product attributes and f...
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Dr. Andrea Maessen, Partner with the business consulting firm SIMON KUCHER & PARTNERS, and Dr. Karl-Heinz Sebastian is a Senior Partner at SIMON KUCHER &PARTNERS, and Olivier Dallemagne is a director at SIMON KUCHER & PARTNERS
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Articles
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17 August 2017
| Details | |
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Leveraging Business Growth with Value-Based
Most companies focus on metrics other than price: fixed and variable costs, revenue or increase in unit sales, decreases in inventory. ...
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Ahmed Megahed is a Manager of Pricing & Profitability Solutions at Wipro Technologies.
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Articles
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17 August 2017
| Details | |
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How and Why Chinese Firms Excel in 'The Art of PriceWar'
When it comes to price wars, Wharton marketing professor Z. John Zhang can't help but notice that companies in the West and companies i...
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Wharton marketing professor - Z. John Zhang
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Articles
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17 August 2017
| Details | |
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What’s Your Brand’s Pricing Power ?
When conjoint isn’t an option, brand valence questions come to the rescue
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Paul Riedesel is president of Action Marketing research of Minneapolis.
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Articles
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17 August 2017
| Details | |
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FDA’s New Breakthrough Therapy Designation: What does it mean for Pricing
The full impact of the breakthrough therapy designation remains to be seen,but the financial stakes are high. Therefore, it is importan...
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Simon-Kucher & Partners
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Articles
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17 August 2017
| Details | |
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Six Disruptive Trends in Pricing
In the digital enterprise, pricing has become a more strategic—and complex—discipline for CMOs and other business leaders. And accordin...
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Monitor Deloitte
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Articles
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17 August 2017
| Details |
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Achieving high performance with strategic competitive spare parts pricing
In the current competitive business environment, many original equipment manufacturers (OEMs) are searching for ways in which they can ...
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Accenture
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Articles
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17 August 2017
| Details | |
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Sizing the prize : The power of pricing
It’s been said many times before that of the levers a company can pull to improve performance, pricing routinely delivers the most si...
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Julie Meehan Principal Deloitte Consulting LLP and Ed Johnson Senior Manager Deloitte Consulting LLP
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Articles
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17 August 2017
| Details | |
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Case study for how to how to address mandatory reporting requirements
EPP LIFE SICIENCES PRICING FORUM - May 2012 - Montreux (Switzerland)
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Amgen
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Forum presentations
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17 August 2017
| Details | |
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Pricing Strategy
EPP AFTER MARKET PRICING FORUM - June 2011 - Amsterdam (The Netherlands)
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Edzard Reblin,John Deere
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Forum presentations
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17 August 2017
| Details | |
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Ertragssteigerung durch professionelles Preismanagement
Viele Unternehmen verspüren in den letzten Jahren einen immer stärker werden den Druck auf die Gewinnmargen. Der vorliegend...
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Prof. Dr. Oliver Roll - Lehrstuhl für Preismanagement - und internationales Marketing University of Applied Sciences Osnabrück- and Jens Schreiner - Senior Manager - Prof. Roll & Pastuch – Management Consultants
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Articles
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17 August 2017
| Details | |
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Maximize service parts profitability through effective pricing
Pricing professionals must carefully calibrate service parts prices to achieve an optimal balance between profitability and marke...
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Syncron
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Articles
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17 August 2017
| Details | |
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The Aftermarket in the Automotive Industry
The automotive industry is experiencing significant changes in global market volumes, with flat sales in Western...
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CapGemini
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Articles
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17 August 2017
| Details | |
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The Power of Pricing
Transaction pricing is the key to surviving the current downturn—and to flourishing when conditions improve.
...
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Michael V. Marn, Eric V. Roegner, and Craig C. Zawada - are principals in McKinsey’s Cleveland office,
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Articles
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17 August 2017
| Details | |
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How to execute a consistent distributor pricing model: a case study in emerging ...
EPP LIFE SCIENCES FORUM - October 2017 - Montreux (Switzerland)
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Paolo Correale
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Forum presentations
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17 August 2017
| Details | |
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Playing the game: Effective strategies for combating reverse auctions
New suppliers entering a reverse auction have very low chances of success. Indeed, the research found that only 7.1% of new suppliers w...
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Andy Moorhouse
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Articles
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17 August 2017
| Details | |
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Towards value-based pricing—An integrative framework for decision making
The objective of this paper is to present a comprehensive framework for pricing decisions which considers all relevant dimensions and e...
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Andreas Hinterhuber
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Articles
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17 August 2017
| Details | |
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Introduction to the Theory and Practice of Yield Management
In general, the yield management/booking limit decision is just one aspect of a more general business question: How should a firm marke...
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Serguei Netessine
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Articles
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17 August 2017
| Details | |
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Winning in the Aftermarket
As we all know, corporations compete by delivering customer value, which they can influence at three stages of a product’s life. Some...
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Morris A. Cohen, Narendra Agrawal and Vipul Agrawal
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Articles
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17 August 2017
| Details | |
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Getting customers say : the price is right !
Getting customers say : the price is right !
About the authors :
© Mc.Kinsey
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Articles
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17 August 2017
| Details | ||
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Driving profitability through aftermarket parts pricing
An often ignored opportunity can help aircraft OEMs boost operating profit up to 25% in 6 to 12 months
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Martin Hartigan
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Articles
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17 August 2017
| Details | |
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Construction industry ; how to raise prices after the crisis
The period after a recession always triggers the question: “in order to improve margins how can companies raise the price effectively...
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Marc Abels
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Articles
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17 August 2017
| Details | |
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A roadmap to strategic drug pricing
The current unit-based pricing model for drugs is too one-dimensional for the market’s present needs. Pharma firms must ident...
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Ellen Licking, Susan Garfield
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Articles
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17 August 2017
| Details | |
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Dealing with disruption: unlocking the online spare parts sales opportunity
A report on the digital B2B sales readiness of Manufacturing Companies
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Periscope / Mc Kinsey
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Articles
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17 August 2017
| Details | |
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To an effective price promotion strategy
EPP GLOBAL & EUROPEAN PRICING FORUM - Brussels (Belgium)
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Ben Langleven
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Forum presentations
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17 August 2017
| Details | |
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Stop Reacting to Buyers’ Price Expectations; Manage Them
Expectations drive behavior and nowhere more so than when setting prices. A customer’s decision to buy something at the offered p...
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Thomas T. Nagle, Joseph Zale and John Hogan - Monitor Group
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Articles
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17 August 2017
| Details | |
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Profiting from Proliferation
Today many companies must juggle hundreds of thousands or even millions of price points. Traditional approaches for managing prices a...
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Kevin Bright, Dieter Kiewell and Andy Kincheloe are members of McKinsey’s global marketing and sales practice in the Atlanta office.
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Articles
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17 August 2017
| Details | |
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INNOVATIVE PAYMENT MODELS FOR HIGH-COST INNOVATIVE MEDICINES
The emergence of high-price innovative medicines, implying high costs for health care payers, is exerting strong financial pr...
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European Union
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Articles
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17 August 2017
| Details |
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Configure Price Quote (CPQ) solutions as a powerful lever to boost bottom-line p...
Sales representatives spend on average less than 40% of their time on value-adding sales activities, with a large part of their non-value...
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Dries Debbaut ,Stijn Cottenie
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Articles
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17 August 2017
| Details | |
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The CFO's Guide to Leveraging Big Data and Revenue Growth With Digital Transform...
As digital transformation and big data become vital to every kind of business, the CFO's role in the enterprise has become that of a techno...
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Rekha Talluri
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Articles
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17 August 2017
| Details | |
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How the internet of things is going to change the pricing of things
The number of “things” interconnected online will outnumber the human population by a three-to-one margin by 2020, according to Gartner...
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Boston Consulting Group
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Articles
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17 August 2017
| Details |
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The One Ratio Every Subscription Business Needs to Know
Companies offering subscription products need a clear view of business performance because the payoff from their decisions is more distant,...
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Boston Consulting Group
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Articles
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17 August 2017
| Details |
