Product & Solution Information

INDUSTRY BRIEF FOR TECHNOLOGY INDUSTRY AI-powered pricing and selling solutions can process much more information than the human mind is capable of considering, resulting in a more intelligent price. Without the right pricing platform, only 50% of the factors required to optimize price are considered. The remaining 50% of information isn't taken into account when prices are set manually because this information is too complex to be delivered in a format a person can interpret and act on. Ultimately, the transformation of the sales process should be founded on insights from AI, delivered across engagement channels to shape the overall customer experience and establish meaningful differentiated value. With AI-powered platforms, businesses can manage, evaluate, and extract insights from huge, complex datasets. Using AI tools to get a fuller picture of the market and understand buyer behavior at a deeper level empowers tech companies to deliver an agile, intelligent buying experience tailored to each customer. Digitization initiatives can fail for many reasons: lack of support from the C-suite, inadequate change management, lack of implementation support, and other factors. Many companies have already invested in a digitization process but haven't seen the ROI they hoped for. Unfortunately, most digital strategies are static. They help companies address whatever their current pain points are, but they don't scale to keep pace with business growth and evolving customer expectations. Tech companies work in a dynamic industry that demands dynamic solutions. Digitization isn't a one-size-fits-all solution, so it's critical for tech companies to find a solution that's focused on their unique needs, that helps them get up and running from day one, and that dovetails with their strategic goals. They may or may not have a pricing team and best practices for setting and reviewing prices (like reviewing and adjusting prices on an annual basis or other cadence), but even if they do, these measures aren't enough to handle the growing complexity of today's market. Barriers to Digital Transformation Success Organizations often experience fear of digitization, yet failure to evolve is even more disruptive (and not in a good way). The bottom line is that when efforts to incorporate business intelligence into sales and pricing strategies are delayed, businesses are sacrificing revenue, margin, and efficiency. Pricing and Selling Pain Points Companies without data-driven pricing and selling platforms leave too much up to individual judgment, historical data, and gut feeling. When people set prices based on limited data and poor systems, the result is slow, off strategy, inaccurate pricing. Our tech customers often tell us this is the pricing-related challenge that most affects revenue and growth. Yet even though the data shows that B2B sales teams using intelligent pricing systems are 3X as effective as their peers, many tech companies fail to appreciate the value of these systems. 3 4

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