Pricing Articles & Insights
Dive into expert insights and trends shaping the industry.
Longer Holds, Smarter Exits: Redefining Private Equity Exit Strategies
Practical strategies for building momentum and differentiating your business
Unlocking Competitive Advantage: How Competitive Intelligence Fuels Strategic Pricing
Learn how competitive intelligence drives informed pricing decisions and an effective pricing and commercial strategy
Top 5 Pricing Articles of 2024
Find out why our readers chose these top five pricing articles of the year!
Pricing for Resilience: Strategies to Thrive Amid Supply Chain Disruptions
Empower your business with data-driven pricing, dynamic models, and market intelligence to overcome supply chain disruptions and drive sustainable growth.
How Pricing Analytics Drives Sustainable Growth in Your Pricing Strategy
Learn how pricing analytics can unlock profitability and drive sustainable growth through data-driven pricing strategies.
Mastering Your Pricing Strategy in a Changing Economy: Essential Consulting Strategies for Sustainable Growth
Explore five critical components to optimize your pricing approach, enhance execution, and build a robust infrastructure for sustainable profit growth.
Tariff Increases and Container Rate Hikes: How to Navigate Cost Changes and Profitably Mitigate Impact
Operational and pricing strategies to help businesses maintain profit margins in the face of cost increases and unpredictability.
Elevate Your Due Diligence Process: 6 Questions Buyers Should Ask to Optimize Value Creation
How private equity investors can mitigate risk and optimize ROI in the buy-side due diligence process.
Exit Planning Q&A: The Secret Weapon for Private Equity to Maximize Transaction Value
Private equity exit planning strategies to maximize transaction value and increase ROI
Retail Dynamic Pricing: How to Address Macroeconomic Volatility, Channel Complexity, and Competitive Landscapes
Retail pricing strategies to grow profits and market share.
Unlock Profitable Recurring Revenue with SaaS Pricing Models
How SaaS businesses can utilize SaaS pricing models to optimize profitability.
Mastering the Art of Pricing: How Private Equity Can Maximize Valuation
How private equity firms can maximize valuation through strategic pricing.
Tackling Price Fatigue Head-On: A Guide to Strategic Pricing for Growth
How to adjust your pricing strategy to address price fatigue and meet profit goals.
Top 5 Pricing Articles of 2023
Find out why our readers chose these top five pricing articles of the year!
Unlock Margin Growth in 2024: Pricing Plays Your Business Can’t Afford to Overlook
Learn which areas of strategic pricing businesses should focus on in 2024 to build value creation plans that capture margin growth.
Is Volume Decline Causing You to Rethink Your Pricing Strategy? Here’s What to Do
Uncover why volume declines are occurring in your business and the best way to respond to support your strategic pricing goals.
Unlocking Profit Potential: Mastering Customer Rebates for Strategic Growth
A Comprehensive Guide to Optimizing Rebate Design, Implementation, and Review for Enhanced Profitability.
How To Design a Best-in-Class Pricing Organization
Discover the best pricing organization design and structure for your business to sustainably drive impact.
Is Sales Effectiveness the Missing Key to Supercharge Your Pricing Strategy?
Setting price is just the beginning of maximizing profit margins. Elevate your pricing strategy with these proven sales effectiveness techniques.
Price Optimization: How Optimizing Your Prices Improves Revenue Generation
Price optimization is an essential technique that enables companies to make profitable pricing decisions.
7 Pricing Strategy Misconceptions Debunked
Avoid these 7 common pricing strategy myths to set your company up for continuous profit growth.
Price Sensitivity: What It Is, How to Measure It, and the Ways Price Impacts Buying Behavior
Learn how to leverage price sensitivity to capture customer value, reduce churn, and maximize profits.
Accelerate Commercial Growth
3 Key Takeaways From INSIGHT’s Private Equity Roundtable Forum on Growth and Value Creation in a Volatile Market
Cost to Serve Analysis: How to Remedy Price Leaks and Margin Shifts That Are Hurting Profitability
Calculating the cost to serve your customers reveals the impact of price leaks and where margin shifts can be remedied through targeted pricing actions.
How to Protect Price and Profitability Amidst Market Volatility
Identify pricing actions your business can implement to profitably navigate market volatility.
How to Profitably Navigate Customer Price Concessions
Tools to protect price when customer price concession requests are affecting your ability to manage profitability.
How the Right Pricing Software Drives Profit Growth
Explore the basics of pricing software and discover how your company can utilize it to improve your bottom line.
Top 7 Pricing Analyses to Optimize Your Pricing Strategy
Discover the most impactful pricing analyses to make data-driven pricing decisions and optimize pricing impact.
Are Negotiations Getting Tougher? Do Something About It!
Commercial and price negotiation training that leads to empowered teams and EBITDA growth through mastering your mindset, not memorizing what to say.
Could You Be Leaving Profit on the Table? 4 Best Practices to Increase Price Realization
Ensure your pricing strategy delivers desired results and bottom-line revenue impact through effective price realization methods.
How to Leverage Data to Increase Profitability
Learn how data-driven decision-making allows businesses to respond quickly and confidently to market volatility and economic uncertainty.
Market Intelligence: Data-Driven Profit Growth
Discover how data enables you to make critical business decisions and shape pricing strategies with confidence.
Top 5 Pricing Articles of 2022
Find out why our readers chose these top five pricing articles of the year!
How to Prepare Your Pricing Strategy for a Volatile Market
Prepare a pricing strategy to favorably and purposefully navigate market volatility and uncertainty.
Market Basket Analysis: How to Drive Sales, Improve Customer Retention, and Increase ROI
Discover how market basket analysis can help your business have a competitive edge that drives revenue growth and customer retention.
5 Best Practices for Exit Planning
Discover how to best plan for your exit strategy and maximize your exit value.
Are Discounts Hurting Your Profitability?
Discover if discounts, promotions, and sales lead to long-term profit loss or profit gain.
10 Signs There’s Pricing Opportunity in Your Business
Identify untapped pricing opportunity in your business that can lead to profit growth.
How to Manage Price During Inflationary Changes
Strategic pricing programs help manage inflationary changes in the market while providing fair, value-driven prices to customers.
7 Different Pricing Strategies to Drive Growth
Find the best pricing strategy for your business to drive growth and profit optimization.
CPQ Software: 5 Benefits You Shouldn’t Compromise On
5 key traits of a quality CPQ software that enable timely and accurate quotes to potential customers.
The Best and Worst SaaS Pricing Models
Determine the optimum way to market, sell, and grow your SaaS business.
How Current Economic Factors Are Impacting Profitability
One of the founding team members of INSIGHT2PROFIT gives his take on how current 2022 economic factors are impacting profitability.
Private Equity and Inflation: How to Navigate Profit Margins in a Time of Rising Rates and Costs
In inflationary markets, firms must move quickly across the portfolio to address rising costs and profitability challenges.
How to Identify Growth Opportunities Through Data-Driven Market Research
Learn how market intelligence can identify growth opportunities for your business through data-driven research.
5 Tips to Get More from Your Price Changes
Price changes are only as good as your implementation plan. Without an effective strategy, you risk never seeing the results you set out to achieve.
How Can Working with a Pricing Consultant Improve Profits?
Profitability does not happen in a vacuum. Learn how pricing consultants use industry-leading expertise & technology to drive continuous margin improvement.
How to Analyze & Interpret Your Data to Improve Profits
Successful data analysis and interpretation delivers clarity and confidence to your pricing decisions, resulting in more profitable and sustainable results.
Cost-Plus Pricing: How One of the Most Popular Pricing Strategies is Costing You Money
Cost-plus pricing is as easy as it is low risk, but that doesn’t mean it isn’t costing your business thousands in profits.
4 Reasons Why Your Pricing Model Isn’t Working
An effective pricing model takes the guesswork out of setting and optimizing price and informs reliable decision-making across your business.
How Price Optimization Can Boost Profits
Price optimization strategies have been used across countless industries—retail, hospitality, manufacturing—to maximize profits and identify advancement opportunities.
Which Pricing Method is Best for Your Business?
You need to be nimble enough to adapt your pricing methods in the face of economic and market changes.
Top 5 Pricing Articles of 2021
Find out why our readers chose these top five pricing articles of the year!
How to Optimize Capacity Constraints in a Volatile Market
Three ways to manage capacity constraints caused by labor and transportation challenges.
4 Ways to Profitably Manage Freight Pricing in a Volatile Market
Effectively manage freight pricing to stay profitable despite skyrocketing shipping rates.
Improve Profitability Amidst Supply Chain Disruptions
Supply chain disruptions can put your business at risk of losing customers and eroding profitability.
4 Ways to Ensure Your Data Drives Multiples
Demonstrate commercial excellence through good data and be rewarded with a higher valuation.
How to Effectively Manage Unpredictable Cost Changes
Unexpected or unpredictable changes in cost affect the overall margin of the product or service you provide. There are a few things you can do now to mitigate risk and take your dynamic pricing strategy to the next level.
Three Ways to Manage Inflation to Minimize Impact
You may be well aware of the current inflationary market, but do you know how to leverage it to your advantage? Here are three ways you can seize the opportunity presented by inflation to gain pricing power and drive profitability.
4 Ways to Drive ROI in Your Sales Team
Help your reps win more and maximize your ROI by developing and implementing a sales strategy that drives profitable performance and change ingrained behaviors.
Why Pricing Shouldn’t Be Your 2021 Initiative
3 ways to ensure pricing becomes a profit center for years to come
Why a Pricing Model Isn’t Enough
Simply having a pricing model in place does not guarantee profitability.
Elevate Your Buy-Side Due Diligence with Quality of Pricing®
In a competitive landscape changed by COVID-19, it’s more important now than ever to quickly gain visibility into the opportunities and risks of target companies.
Unlock the Full Potential of Your E-Commerce Strategy
An effective e-commerce strategy and its successful execution depend upon clear goals and stakeholder alignment within your organization.
How Optimizing Inventory Leads to Increased Cash and EBITDA
Data-driven decisions based upon sophisticated models help ensure your inventory is right today and anticipates future changes.
Pricing in a Volatile Market
We are in unchartered waters of a global pandemic and macroeconomic uncertainty. In this environment, how should businesses adjust their strategies to best address the unpredictable market? Are price cuts – or price increases – warranted to protect growth and margins?
3 Burning Questions B2B Leaders Have About Price Optimization
We asked leading executives at B2B companies what questions they had about price optimization. Here’s what they wanted to know.
4 Misconceptions About Pricing Strategy That Are Holding You Back
Everything you sell has a price, but how you set and change prices is up to you.
The Dangers of Volume Discounts – and How to Avoid Them
Here, we explore the rationales for – and risks of – volume discounts.
5 Trends Product and Pricing Managers Can’t Afford to Miss
Increasingly, business leaders are looking to pricing as their greatest opportunity for improving profits.
The Pitfalls of BI Tools: Is Your Bottom Line Paying the Price?
Can you do your job proficiently with just business intelligence tools? BI and ERP tools can be beneficial to your organization in many ways.
How a Pricing Application Like DRIVE Outpaces Your BI Tool
You know how important lean manufacturing and supply chain optimization is to your company. It was true 20 years ago and it is still true today.
3 Ways to Increase Your Profits Even With Slow Sales
Here are the three quick ways to increase your profits without making more sales.
1-Minute Pricing Insight: By How Much Should I Increase My Prices?
Watch our quick Pricing INSIGHT video to see how you could potentially be leaving money on the table.
1-Minute Pricing Insight: Maximize Pricing No Matter the Client Size
Do you know the price your largest, most-valued customers are paying? Now what about your smaller, less-volume customers?
1-Minute Pricing Insight: Overcoming the Fear of Raising Prices
If you had to guess, where would you place your business on the bell curve of prices? Too high, just about to fall off and lose your clients?
1-Minute Pricing Insight: How Do You Determine Your Target Price?
There are three areas that should be taken into consideration when determining your target price: your product, your customers and the order.
3 Steps for Communicating Price Changes to Your Internal Team
If you are not preparing your team to communicate price changes, the initiative will likely fail. So where do you start?
Communicating Price Increases to Your Customers Without Losing Business
If you have not completed a price increase in a number of years, you haven't had that difficult conversation in a long time, and it can be hard to handle.
FAQ’s From “How Manufacturers Can Raise Prices Without Risking Volume”
December 11, 2014, I hosted a webinar with Manufacturing.net, “How Manufacturers Can Raise Prices Without Risking Volume: A 4-Step Process to Drive 20% Profit Gains”.
Help Your Sales Team Execute Price Changes Successfully
While these steps appear straightforward, they include nuances only learned after several years exposed to pricing implementation trial and error.
How to Get Your Sales Team to Raise Prices
Most sales strategies are designed to drive more revenue and margin. Raising prices is, in fact, a driver for both outcomes.
How to Gain Price Visibility Following a Merger or Acquisition
Poor data clarity is a common challenge, as two organizations struggle to blend their various ERP and other business intelligence systems into a unified structure.
4 Ways Manufacturers Can Gain Better Pricing Data Visualization
Here are four ways to gain better visualization into your organization’s pricing data.
How to Help Your Sales Team Quote with Clear Guidelines
The beauty of the role of data in pricing decisions is that it lends an important clarity to difficult choices.
Choosing the Right Pricing Partner for Your Organization
By diligently assessing the options available to you, you’ll be able to find the pricing partner that will bring you the results you seek.
How to Get Your Sales and Pricing Teams on the Same Page
Here, we answer frequently asked questions to bring your pricing and sales teams together working toward improved profits and overall success.
Managing Price Overrides: A 4-Step Process
An effective and mature pricing strategy includes a policy for establishing price overrides. But what would such a policy look like?
The Power of Price-Down Reporting
One critical step towards gaining visibility into your pricing issues is something we like to call “price-down reporting.”
Master Your Pricing Strategy With DRIVE Profit Builder [Video]
If you’re ready to unleash the power of your data, a pricing business application like Profit Builder can be the solution you need.
How Capacity Utilization Can & Should Drive Pricing Decisions
Across the board, capacity utilization is a critical pricing factor that too few businesses leverage.
How to Increase Profit By Understanding Your Product and Customer Mix
Because each product and customer has a different profit margin, this mix will impact your overall profitability.
How to Build Your Pricing ‘A’ Team
Regardless of size, it’s important that someone at your company has clear responsibility and accountability for managing pricing.
4 Common Price Leaks, Explained [VIDEO]
We interviewed pricing expert Keith Hohman about the four most common price leaks facing B2B companies today.
50 Most Common Price Leaks [INFOGRAPHIC]
Whether it’s from pricing, freight, rebates, or payment terms, price leaks can have a detrimental effect on your company’s profitability.
Sustainable Pricing Starts with Your Sales Force
What safeguards can you put in place to protect the gains you’ve achieved and prevent your company from sliding back into past poor pricing habits?
3 Areas to Tackle Now for Immediate Bottom-Line Impact
To have an immediate impact on your bottom line without formally raising prices, here are three areas to tackle first.
Improve your Quoting Process…and Win Rate!
Getting to the "right" price for your customer can be difficult and time consuming. How do you know you are pricing correctly?
Use These Negotiation Tactics When Presenting a Price Increase [INFOGRAPHIC]
Prepare your team for difficult price increase conversations with a negotiation tactics document that communicates the tactics to use when facing customer objection.
Grow Your Wallet Share…Grow Your Business
Wallet share looks at your existing book of business, and asks: “customer by customer, how much business am I getting and who is getting the rest?”
Use the 80/20 Rule to Manage Pricing Exceptions
To mitigate the risk of excessive discounting, establish a pricing system that manages pricing exceptions and balances volume incentives with well-defined boundaries.
Three Steps to Smarter Planning
Here are a few steps to plan smarter and minimize variations in actual versus plan numbers.
Import Tariffs are Coming, Are You Ready?
Talk of inflation typically translates into panic. Here’s how we suggest you prepare for what’s coming...
Don’t Let Freight Hikes Drive Down Profit Margins | Manage Freight Costs
U.S. shipping costs have soared to unprecedented heights in 2018. What fuels this trend and how to manage freight costs?
3 Steps to Navigating Tariffs
The measurable impact of import tariffs is beginning to ripple across the manufacturing and distribution landscape and financial markets.
3 Key Reasons Pricing Expertise Boost The Best Due Diligence Process
Pricing diligence provides a unique advantage as it analyzes the strongest profit and value creation lever in any business…the power of pricing.
Price Leaks that Dip Into Your Profit Margin
What practices could you adjust to improve your price leak challenges and have an immediate impact on your company’s profitability?
Are your Payment Terms Still the Right Fit?
When was the last time you reviewed and updated your on-paper payment term policies? Consider whether your payment terms make sense for your actual cost of capital.
How Private Equity Dealmakers Unlock Value
Price tags are near or at record highs and yet the dealmaking cycle continues apace. Ensuring your deal is worth it remains more critical than ever.
Pricing Challenge: Segmentation
Welcome back to INSIGHT2PROFIT’s 2019 Pricing Challenge! Let's think about target price and how to optimize it through differentiation and segmentation.
Pricing Challenge: Actual vs. Plan
Welcome back to our 2019 Pricing Challenge! Each article covers a common pricing challenge faced by businesses and provides tips to help improve your profitability.
Private Equity B2B Dealmaking Dynamics
As competition for prime targets continues, execution prior to and post-close is as critical as ever.
What’s Your Price Quote Turnaround?
Customers appreciate having market-relevant pricing available immediately when requested, especially if they’ve been shopping around.
How Mix Affects Profit Margins
On any given day, what you sell to whom changes – that’s what we mean by mix. You need to understand your mix to understand the impact on profit margins.
Why You Need Quality of Pricing for Your Next Transaction
This is when you need to demonstrate pricing power and a track record of EBITDA improvement, and to showcase future growth opportunities to maximize exit value.
Q&A: How to Maintain Profit Growth
As part of their 2019 Annual US PE Breakdown report, Pitchbook interviewed our Chief Growth Officer on how to maintain profit growth in uncertain markets.
Three Key Trends to Consider in Private Equity Exit Planning
We see numerous approaches to exit planning, some more structured than others. We've identified these three key trends that are critical to successful exit planning.