Pricing management is difficult when there are complex customer chains with many steps between the manufacturer and end customer or multiple pathways through alternate channels to the end user. Across many business-to-business sectors, Blue Canyon Partners frequently encounters organizations that operate in this environment. These companies will have a highly efficient channel and satisfied end customers, but profits remain stagnant or decline.

In this white paper, we define three common underlying causes and how companies can overcome pricing conundrums. The paper also identifies early pricing conflict warning signs and provides actions that can be taken to avoid a vicious cycle of downward price competition.