Part 2 in a four part series on pricing a solution portfolio (one of the toughest challenges in pricing). Here the focus is on goals. How does one set the goals for different parts of the portfolio and how do these contribute to the overall goal?
Many companies struggle with pricing alignment without even being aware it is an issue. In some cases there is confusion on goals, or perhaps too many goals. In other cases the different parts of the organization are pulling in different directions. You can get insight into pricing alignment at your company by having different people take a pricing self assessment and comparing the results.