Pricing pressures, commoditization, and competition are just some of the challenges companies face when it comes to pricing. Yet, pricing is often one of the quickest ways to make an impact to an organization’s bottom line. Finding the right pricing strategy is an important element of a company’s growth strategy. Being able to establish optimal pricing to maximize profitability and ability to win can be a challenging process—even more so in complex markets where suppliers do business with increasingly large customers and construct deals that are becoming larger, longer, and more involved.

In this white paper, Blue Canyon addresses intense price pressures and commoditization challenges, and provides a framework for how to approach pricing decisions given the characteristics of the market. Three scenarios are used to illustrate how the framework can be used to enable strategic pricing decisions that lead to an ability to win and maximize profitability.