B2B Price-Value Research

In the B2B environment, pricing research can face several challenges, such as: complex products and services, professional buyers, decisions made on financial value and rate of returns, and issues around not selling to the end user.

The following case studies provide examples of our solutions to different types of pricing research problems in the business-to- business (B2B) space.

  • Heavy Manufacturing

    A Fortune 500 industrial manufacturing company was experiencing declines in market share and margins in one of its divisions. Pricing Solutions identified the customers’ key value drivers and how much they were willing to pay for various services. This led to the identification of three key customer segments. Pricing Solutions developed customized programs for each segment. The results were dramatic: profits grew by $12 million in the first year, customer satisfaction increased, and market share was regained.


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