3 Key Strategies to Deal With Complex Pricing in B2B E-Commerce
B2B companies who effectively digitize their pricing and align offline and online strategies will lead the pack. Read this guide to make sure that your business is among them:
- Common ground and challenges With B2B Pricing
- The question of dynamic pricing
- Align, evolve, and succeed with digital pricing in B2B
Common Ground & Challenges With B2B Pricing
One of the biggest concerns around pricing is related to the fact that most B2B companies now considering digital pricing strategies have a combination of offline and online orders, which leads to consistency challenges across all channels. However, online orders are becoming increasingly important, as reported by Gartner, who stated that digital sales in 2021 will exceed direct sales in B2B for the first time ever. On top of this, pricing in B2B is often not only determined by individual price lists, but also additional rules and manual overwrites. When you add in relationship-based pricing negotiations with sales reps, digital pricing can feel like an insurmountable mountain to climb.
However, the two main challenges facing digital pricing in B2B really come down to the following…