INDUSTRY
BRIEF FOR
TECHNOLOGY
INDUSTRY
Executive Summary
In response, hardware and software
companies alike must evolve by
implementing pricing and selling
platforms capable of analyzing and
utilizing huge volumes of complex
data, and making recommendations
based on deeper insights, with
greater data depth, to drive
successful growth.
Modern pricing and selling
solutions allow companies to offer
a superior customer experience,
which is quickly becoming less of
a competitive differentiator and
more of a mandate.
B2B Customers with B2C Expectations
Used to the simplicity and precision of digital transactions in the B2C space,
customers have come to expect the same from B2B transactions. In fact,
survey results show that 63% of purchasing professionals
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that buy from
technology companies buy more from vendors that offer self-serve features.
The landscape is changing for technology
companies thanks to increased complexity
in go-to-market strategies, web retailers,
channel complexity, building recurring
revenue streams, and a new generation of
buyers with different expectations.
Companies tasked with managing thousands of SKUs (such as high-tech manufacturers) or eCommerce
platforms, are especially challenged by this change in expectations. It's impossible to leverage market
data to manually update and customize thousands of prices (or even more) in real time. B2B companies
struggle to deliver the instant, effortless transaction that buyers have come to expect. Short sales cycles
and evolving product lines add to the pressure because the optimal price for a specific offering often
changes too quickly for sales reps to keep track.
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