Guest Column | May 21, 2014

4 "Dirty Secrets" Hiding In Your Pricing Strategy (And How to Avoid Them)

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VAR / MSP Pricing Strategy

By Patrick Schneidau, General Manager, Mid-Market, PROS

Your pricing strategy plays a critical role in supporting your relationships with your customers. To ensure you’re maximizing every sales opportunity, here are four “dirty secrets” you should be aware of that could potentially be undermining your efforts:

  1. Being Clueless: Without a good way to capture and analyze sales data, resellers have neither the visibility to understand the pricing variations for a given product, nor much control over discounting. You should have a system in place to capture and analyze sales data that will give visibility into understanding the pricing variations for a given product or suite.

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