DataInformed: B2B Firms Inject Data Analytics into Pricing, Where Instinct Has Ruled

  July 2, 2013-  By Malcolm Wheatley At British catering supplier 3663 (the name spells “F-O-O-D” on a telephone keypad), a target of delivering a 0.5 percent improvement in achieved gross margin when selling to new customers has been exceeded fivefold. Meanwhile, at computer and printer manufacturer Hewlett-Packard, an initiative to incentivize junior- and middle-ranking […]