Communiqué de presse

LONDON and BRUSSELS, Oct. 21, 2013 – PROS^® (NYSE: PRO), a big data software company, today announced the results of a European research survey conducted by the Plate-forme européenne de tarification (EPP), a not-for-profit organisation that supports the development of pricing professionals in the region. Based on responses from more than 120 business leaders and pricing experts, the European Pricing Maturity Study 2013 indicates the majority of organisations want to improve their approach to sales and pricing management. 

Selon le rapport d'étude, plus de la moitié (56%) des personnes interrogées surestiment leur niveau actuel de maturité en matière de tarification. Au lieu d'être en mesure de saisir les opportunités de valeur potentielle et de positionner correctement leurs biens et services pour les clients, la majorité des organisations (90%) ne sont actuellement capables que de gérer des listes de prix standard ou des transactions uniques. Pour améliorer et mieux gérer l'efficacité des ventes, 88% des personnes interrogées envisagent d'investir dans de nouvelles technologies au cours des 12 prochains mois.

EPP President Pol Vanaerde commented, “Pricing is a strategic business enabler that drives sales growth and spans multiple business areas and functions, including sales, marketing, finance and product management. It is often not integrated and managed effectively. Companies that bring together pricing and sales are able to better perform in their markets, capture more value for their customers and increase their own profitability.”

PROS EMEA General Manager Eric Allen said, “These research results provide valuable insight into the role big data applications and pricing management can play in improving sales effectiveness. PROS helps companies bring sales and pricing teams together using data science and analytics that drive the right decisions and provide organisations with a competitive advantage for winning deals more profitability. Industries from manufacturing and automotive, to chemicals, logistics and services, are using data science to sell more effectively and improve results. We are pleased to have sponsored this research and appreciate the work of the EPP.”

As part of its research, EPP evaluated maturity levels for pricing across a range of industries including automotive, chemical, high-tech, life sciences, machinery and equipment manufacturing, postal and logistics, and telecommunications, in the business-to-business arena. Fast Moving Consumer Goods (FMCG) was the only business-to-consumer sector included in the report.

Dans le cadre du modèle de maturité de la tarification, l'EPP a attribué un classement à chaque répondant sur la base de ces critères : 

• Niveau 1 : Tenue de la liste de prix - pratique les techniques de base de fixation des prix.
• Niveau 2 : Contrôle transactionnel - peut vendre des produits aux bons prix aux clients.
• Niveau 3 : Capture totale de la valeur - pratique une plus grande segmentation des clients et des solutions.
• Niveau 4 : Optimisation de la tarification - utilise des solutions et des modèles de revenus qui apportent le plus de valeur au client et de rentabilité à l'entreprise.

Les conclusions pour ces industries sont les suivantes :

• Les répondants du secteur des machines et équipements sont les plus réalistes quant à leur maturité en matière de tarification. Les entreprises de ce secteur sont les plus ambitieuses en ce qui concerne l'amélioration de leur approche de la tarification et de l'efficacité des ventes. Elles sont également les plus désireuses de mettre en œuvre un logiciel de tarification qui s'intégrerait à leurs systèmes ERP et CRM.
• Les entreprises de haute technologie sont les plus matures dans leur approche de la tarification, avec 43% des entreprises opérant au niveau 3 du modèle de maturité de tarification de l'EPP.
• Dans le secteur de la chimie, 60% des personnes interrogées ont indiqué qu'une stratégie dédiée à l'optimisation des prix était une initiative commerciale "indispensable" pour leur organisation. Un total de 80% des personnes interrogées pensent que l'analyse des big data permettra d'augmenter les marges bénéficiaires.
• Résultat surprenant, les entreprises de produits de grande consommation sont les moins bien classées en ce qui concerne la maturité en matière de tarification. Selon l'étude, les plus grands défis pour ces entreprises sont de maîtriser les pratiques de remise et d'exploiter l'énorme quantité de données recueillies lors des transactions avec les clients.

For information on how to use big data for sales effectiveness, visit the PROS website at www.pros.com. For a full copy of this report, visit http://info.pros.com/EPP-EuropeanPricingMaturityStudy_DownloadPage.html or call +44 (0) 1784 777 010. For more information on EPP, please contact Nicolene Barnard on nicolene.barnard@pricingplatform.eu.

About EPP

Founded in 2004, the European Pricing Platform has become the leading knowledge sharing platform for European pricing and profit optimisation decision makers, revenue managers and CxOs, dedicated to developing and sharing pricing knowledge, best practices and resources via on-line and off-line media. The EPP is dedicated to the professional development of the individuals and companies involved in the process of pricing and profit optimisation. To learn more, visit the website at http://www.pricingplatform.eu

À propos de PROS

PROS Holdings, Inc. (NYSE: PRO) is a big data software company that helps customers outperform in their markets by using big data to sell more effectively. We apply 27 years of data science experience to unlock buying patterns and preferences within transaction data to reveal which opportunities are most likely to close, which offers are most likely to sell and which prices are most likely to win. PROS offers big data solutions to optimise sales, pricing, quoting, rebates and revenue management across more than 30 industries. PROS has completed over 600 implementations of its solutions in more than 50 countries. The PROS team comprises more than 700 people around the world. To learn more, visit www.pros.com.

Déclarations prospectives

This press release contains forward-looking statements, including statements about the functionality and benefits of big data software for pricing and sales effectiveness to organisations generally as well as the functionality and benefits of PROS software products. The forward-looking statements contained in this press release are based upon PROS historical experience with big data software and its current expectations of the benefits of big data software for organisations that implement and utilize such software. Factors that could cause actual results to differ materially from those described herein include the addressability of an organisation’s pricing and revenue management needs, the risks associated with PROS developing and enhancing products with the functionality necessary to deliver the stated results and the risks associated with the complex implementation and maintenance of big data software for pricing and sales effectiveness such as PROS software products. Additional information relating to the uncertainty affecting the PROS business is contained in PROS filings with the Securities and Exchange Commission. These forward-looking statements represent PROS expectations as of the date of this press release. Subsequent events may cause these expectations to change, and PROS disclaims any obligations to update or alter these forward-looking statements in the future, whether as a result of new information, future events or otherwise. 

# # #

Contacts pour les médias :

James Garber
pros@marchcomms.com
617-960-9875

Mark Kember
Goode Communications for PROS
mark.kember@goode.co.uk
+44 (0)1491 873 323