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The Fundamentals of Price Segmentation

Demystifying an Essential Ingredient for More Profitable Pricing in B2B

A solid understanding of price segmentation is critical for anyone that touches pricing in a B2B environment. And just about every effort that seeks to improve pricing has to start with an accurate segmentation model. In this recorded training seminar, you will learn:

  • What price segmentation is ultimately designed to do and why it's such a powerful and important tool.
  • The key concepts and principles to keep in mind as you build a new model or improve an existing one.
  • The basic steps to take to make sure your model accurately reflects the market and is easily executed.
  • Tips and suggestions for positioning your efforts to minimize resistance and increase adoption in the field.

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More Subscriber-Only Resources From Our Library

  • The Price Segmentation Self-Assessment

    Simply answer the questions in this self-assessment (objectively) to gauge the likely quality, accuracy, and efficacy of your price segmentation model. You can assess overall quality, as well as pinpoint specific opportunities for improvement.

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  • Pricing Through Uncertainty

    As pricing pros, we're expected to make weighty decisions with imperfect information. How do we "illuminate" the landscape a bit? What steps can we take to reduce the ambiguity, uncertainty, and risk?

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  • Timing Your Pricing Actions for Success

    The timing of your pricing actions can greatly influence how those actions are perceived and received. In this Express Guide, learn how to time your pricing actions to minimize conflict and maximize acceptance.

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  • Closing the Costliest Pricing Capability Gaps

    In this session, we explore three pricing capability gaps that are still all-too-common considering their detrimental effects on pricing performance and highlight steps you can take to close the gaps once and for all.

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