PricingProzessen

PricingProzessen (pricing processes) are the structured activities by which an organization determines and manages the prices of its products and services. The aim is to maximize value capture while remaining competitive and aligned with corporate strategy. PricingProzessen typically encompass strategy development, data collection, price setting, execution, and governance.

Key elements include the pricing strategy and objectives, cost and margin considerations, demand and elasticity analysis, customer segmentation, and competitive benchmarking. Methods used in PricingProzessen include cost-plus, value-based pricing, competition-based pricing, and dynamic pricing. Price realization, discounting policies, and packaging or tiering decisions are part of the formulation phase.

Governance and organization play a central role in PricingProzessen. Cross-functional teams from finance, marketing, sales, and product contribute with defined roles and approval gates. Documentation, change control, and audit trails are typical. Price execution involves catalog maintenance, channel-specific prices, and clear communication to customers and sales channels.

Analytics and measurement underpin PricingProzessen. Teams monitor price realization, margins, revenue, discounts, and price history. Tools commonly used include pricing software, ERP/CRM data, and analytics platforms. Common challenges include data quality issues, misalignment across departments, rapid market changes, and price erosion from competitive moves. Best practices emphasize segment-based pricing, transparent governance, regular reviews, and controlled experimentation to refine prices over time.