CRM - October 2008 - (Page 33)

Price R the is Maximizing profit isn’t about squeezing your customers dry; it’s about charging them what’s fair. Price optimization is no longer a chore or a secret technology—it’s a competitive differentiator for those wise enough to explore it • BY MARSHALL LAGER ight Here’s a testimonial you may wish to consider: “Price optimization software is a confidence-builder—it sets the floor price and target price, and proves a deal’s value from the start. It’s a big win—it can take an entire business up a couple of margin points. Ease of use is excellent. Turn it on and it works.” That’s Wyatt Aasen, director of planning and analysis for industrial coatings manufacturer PPG, talking about the value price optimization software brought to his company. And here’s another tidbit: “Through 2010, price optimization technology will have a more direct impact on increasing revenue or margins than any other CRM technology.” That’s from the 2008 Gartner MarketScope for Price Optimization and Management. Statements like these are becoming more common in the B2B arena. Price optimization software is more powerful and easier to use than ever before, and it can have immediate and far-reaching benefits for its users. But if that’s so, why aren’t more companies taking advantage? CUSTOMER RELATIONSHIP MANAGEMENT | OCTOBER 2008 33

Table of Contents Feed for the Digital Edition of CRM - October 2008

CRM - October 2008 Contents Front Office Feedback Reality�Check Customer Centricity The Tipping Point Sprinting Toward Disaster? SAP�Retains Market-Share Lead in�CRM A�Week of Strong Customer�Service CRM�on Twitter Build a Good Event and They Will Come Required Reading There's No Place Like Home The New Breed of CRM�Consultant The Price is Right...You Hope How Much Marketing is Too�Much? The�Sweet Smell of High-Quality�Service The Next Act! For An Acquisition Some Stories Never Get Old CRM�Eases the Pressure For WIKA�Instruments Secret of My Success Re:Tooling Scouting Report Pint of View

CRM - October 2008

CRM - October 2008 - CRM - October 2008 (Page Cover1) CRM - October 2008 - CRM - October 2008 (Page Cover2) CRM - October 2008 - Contents (Page 3) CRM - October 2008 - Contents (Page 4) CRM - October 2008 - Contents (Page 5) CRM - October 2008 - Front Office (Page 6) CRM - October 2008 - Front Office (Page 7) CRM - October 2008 - Feedback (Page 8) CRM - October 2008 - Feedback (Page 9) CRM - October 2008 - Reality�Check (Page 10) CRM - October 2008 - Reality�Check (Page 11) CRM - October 2008 - Customer Centricity (Page 12) CRM - October 2008 - Customer Centricity (Page 13) CRM - October 2008 - The Tipping Point (Page 14) CRM - October 2008 - The Tipping Point (Page 15) CRM - October 2008 - Sprinting Toward Disaster? (Page 16) CRM - October 2008 - SAP�Retains Market-Share Lead in�CRM (Page 17) CRM - October 2008 - SAP�Retains Market-Share Lead in�CRM (Page 18) CRM - October 2008 - CRM�on Twitter (Page 19) CRM - October 2008 - Build a Good Event and They Will Come (Page 20) CRM - October 2008 - Required Reading (Page 21) CRM - October 2008 - There's No Place Like Home (Page 22) CRM - October 2008 - There's No Place Like Home (Page 23) CRM - October 2008 - There's No Place Like Home (Page 24) CRM - October 2008 - There's No Place Like Home (Page 25) CRM - October 2008 - There's No Place Like Home (Page 26) CRM - October 2008 - There's No Place Like Home (Page SF1) CRM - October 2008 - There's No Place Like Home (Page SF2) CRM - October 2008 - There's No Place Like Home (Page SF3) CRM - October 2008 - There's No Place Like Home (Page SF4) CRM - October 2008 - There's No Place Like Home (Page SF5) CRM - October 2008 - There's No Place Like Home (Page SF6) CRM - October 2008 - There's No Place Like Home (Page SF7) CRM - October 2008 - There's No Place Like Home (Page SF8) CRM - October 2008 - There's No Place Like Home (Page SF9) CRM - October 2008 - There's No Place Like Home (Page SF10) CRM - October 2008 - There's No Place Like Home (Page SF11) CRM - October 2008 - There's No Place Like Home (Page SF12) CRM - October 2008 - There's No Place Like Home (Page SF13) CRM - October 2008 - There's No Place Like Home (Page SF14) CRM - October 2008 - There's No Place Like Home (Page SF15) CRM - October 2008 - There's No Place Like Home (Page SF16) CRM - October 2008 - There's No Place Like Home (Page SF17) CRM - October 2008 - There's No Place Like Home (Page SF18) CRM - October 2008 - There's No Place Like Home (Page SF19) CRM - October 2008 - There's No Place Like Home (Page SF20) CRM - October 2008 - There's No Place Like Home (Page 27) CRM - October 2008 - The New Breed of CRM�Consultant (Page 28) CRM - October 2008 - The New Breed of CRM�Consultant (Page 29) CRM - October 2008 - The New Breed of CRM�Consultant (Page 30) CRM - October 2008 - The New Breed of CRM�Consultant (Page 31) CRM - October 2008 - The New Breed of CRM�Consultant (Page 32) CRM - October 2008 - The Price is Right...You Hope (Page 33) CRM - October 2008 - The Price is Right...You Hope (Page 34) CRM - October 2008 - The Price is Right...You Hope (Page 35) CRM - October 2008 - The Price is Right...You Hope (Page 36) CRM - October 2008 - The Price is Right...You Hope (Page 37) CRM - October 2008 - How Much Marketing is Too�Much? (Page 38) CRM - October 2008 - How Much Marketing is Too�Much? (Page 39) CRM - October 2008 - How Much Marketing is Too�Much? (Page 40) CRM - October 2008 - How Much Marketing is Too�Much? (Page 41) CRM - October 2008 - How Much Marketing is Too�Much? (Page 42) CRM - October 2008 - The Next Act! For An Acquisition (Page 43) CRM - October 2008 - Some Stories Never Get Old (Page 44) CRM - October 2008 - CRM�Eases the Pressure For WIKA�Instruments (Page 45) CRM - October 2008 - Secret of My Success (Page 46) CRM - October 2008 - Re:Tooling (Page 47) CRM - October 2008 - Scouting Report (Page 48) CRM - October 2008 - Scouting Report (Page 49) CRM - October 2008 - Pint of View (Page 50) CRM - October 2008 - Pint of View (Page Cover3) CRM - October 2008 - Pint of View (Page Cover4) http://www.nxtbook.com/nxtbooks/crmmedia/crm1209http://www.nxtbook.com/nxtbooks/crmmedia/crm1109http://www.nxtbook.com/nxtbooks/crmmedia/crm1009http://www.nxtbook.com/nxtbooks/crmmedia/crm0909http://www.nxtbook.com/nxtbooks/crmmedia/crm0809http://www.nxtbook.com/nxtbooks/crmmedia/crm0709http://www.nxtbook.com/nxtbooks/crmmedia/crm0609http://www.nxtbook.com/nxtbooks/crmmedia/crm0509http://www.nxtbook.com/nxtbooks/crmmedia/crm0409http://www.nxtbook.com/nxtbooks/crmmedia/crm0309http://www.nxtbook.com/nxtbooks/crmmedia/crm0209http://www.nxtbook.com/nxtbooks/crmmedia/crm0109http://www.nxtbook.com/nxtbooks/crmmedia/crm1208http://www.nxtbook.com/nxtbooks/crmmedia/crm1108http://www.nxtbook.com/nxtbooks/crmmedia/crm1008http://www.nxtbook.com/nxtbooks/crmmedia/crm0908http://www.nxtbook.com/nxtbooks/crmmedia/crm0808http://www.nxtbook.com/nxtbooks/crmmedia/crm0708http://www.nxtbook.com/nxtbooks/crmmedia/crm0608http://www.nxtbook.com/nxtbooks/crmmedia/crm0508http://www.nxtbook.com/nxtbooks/crmmedia/crm0408http://www.nxtbook.com/nxtbooks/crmmedia/crm0308http://www.nxtbook.com/nxtbooks/crmmedia/crm0208http://www.nxtbook.com/nxtbooks/crmmedia/crm0108http://www.nxtbook.com/nxtbooks/crmmedia/crm1207http://www.nxtbook.com/nxtbooks/crmmedia/crm1107http://www.nxtbook.com/nxtbooks/crmmedia/crm1007http://www.nxtbook.com/nxtbooks/crmmedia/crm0907http://www.nxtbook.com/nxtbooks/crmmedia/crm0807http://www.nxtbook.com/nxtbooks/crmmedia/crm0707http://www.nxtbook.com/nxtbooks/crmmedia/crm0607http://www.nxtbook.com/nxtbooks/crmmedia/crm0407http://www.nxtbook.com/nxtbooks/crmmedia/crm0307http://www.nxtbook.com/nxtbooks/crmmedia/crm0207http://www.nxtbook.com/nxtbooks/crmmedia/crm0107http://www.nxtbook.com/nxtbooks/crmmedia/crm1206http://www.nxtbook.com/nxtbooks/crmmedia/crm1106http://www.nxtbook.com/nxtbooks/crmmedia/crm1006http://www.nxtbook.com/nxtbooks/crmmedia/crm0906http://www.nxtbook.com/nxtbooks/crmmedia/crm0806http://www.nxtbook.com/nxtbooks/crmmedia/crm0706http://www.nxtbook.com/nxtbooks/crmmedia/crm0406http://www.nxtbook.com/nxtbooks/crmmedia/crm0306http://www.nxtbook.com/nxtbooks/crmmedia/crm0206http://www.nxtbook.com/nxtbooks/crmmedia/crm0106http://www.nxtbookMEDIA.com

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