Are you applying best practices in your pricing?

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B2B

Why does emotional value matter in B2B?

Why does emotional value matter in B2B?

While appealing to emotions may seem intuitive within the B2C environment, there are often questions around whether emotional value creation really matters within the B2B environment. That is, is there room for emotions if it is “just business”?

The three main challenges in B2B pricing - B2B Value Report #3

The three main challenges in B2B pricing - B2B Value Report #3

Ibbaka has surveyed almost 130 pricing experts working in the B2B space to understand the main challenges companies face in their pricing: (i) Ad hoc pricing: prices are set arbitrarily without truly understanding customer value creation, creating a fear of leaving money on the table; (ii) Inadequate execution: a relatively structured approach to price setting, but inadequate execution resulting in discounting and loss of pricing power; (iii) Complex pricing: complexity of product/service offer and pricing, combined with a complex buying processes resulting in customer pushback and inevitable discounting

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