Your new hit product may be underpriced

By Dr. Georg Tacke and Madhavan Ramanujam

The odds are stacked against new products or services. Between 65% and 75% miss their revenue or profit goals, depending on w...

Selling via discounts and promotions

By Dr. Georg Tacke

Effective discounts require a system 
In the B2B area, the smartest price lists won’t help a bit if sales has “discounted” aw...

Optimal price setting

By Dr. Georg Tacke

Value pricing, not cost-plus 
If you ask companies how they set their prices, chances are they will say value pricing! But if...