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Pricing Software and the Chief Sales Officer

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A guide to the value a CSO can expect from a pricing software implementation and the role he/she must play to ensure its success.

"A pricing software implementation has a direct and potentially powerful impact on the sales organization. As a CSO, you have a vested interest in ensuring the project is successful and delivers the maximum value to your organization. Through the years, I have had the opportunity to experience many pricing software initiatives and conduct numerous interviews with CSOs following the completion of a pricing software implementation. Based on these insights, I have put together this commentary for CSOs embarking on a pricing software implementation that addresses both the value a sales organization should gain from a pricing software implementation and the role of a CSO in ensuring the project is successful."

-Craig Zawada

About the Author

Craig Zawada is the Chief Visionary Officer at PROS. A widely published author, Zawada is perhaps best well known for co-authoring The Price Advantage, which has been recognized as one of the most pragmatic books available on pricing strategy. Prior to joining PROS, he was a partner and leader in the Marketing and Sales Practice at McKinsey & Company.

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