Archive for November 2012

Customer Profitability Analysis 101

  • November 27, 2012
  • Ben Blaney
Speaking with a prospective customer recently, I was interested to hear that they didn’t actively manage their customers according to a simple four-box matrix of revenu...

Which of your customers are profitable, anyway?

  • November 11, 2012
  • Ben Blaney
Speaking with a prospective customer recently, I was interested to hear that they didn’t actively manage their customers according to a simple four-box matrix of revenu...

Pundits vs. Big Data: Which are you relying on?

  • November 7, 2012
  • Ben Blaney
A man did something tremendous last night, here in the United States, and with worldwide implications. Groundbreaking and exciting as this event was, most media coverage...

6 Reasons for Rebates in B2B Pricing

  • November 6, 2012
  • James Marland
My colleague Colin Carroll recently gave a very comprehensive discussion of Rebate Best Practices at his blog.  As pointed out in his article, rebates are a critical...