• Twitter
  • LinkedIn
(503) 212-0687 | hello@cascadeinsights.com
Cascade Insights
  • Market Research Services
    • B2B Customer Experience Research
      • Buyer Personas
      • Buyer’s Journey Research
      • Key Buying Criteria Research
      • Jobs-To-Be-Done Research
      • User Personas
      • Customer Satisfaction Research
    • B2B Product/Service Research
      • Market Opportunity Research
      • Concept Testing
      • Go-To-Market Research
    • B2B Marketing Enablement Research
      • Data-Driven Marketing Research
      • Message Testing
      • Brand Research
      • Thought Leadership Services
      • Partner Enablement
    • B2B Sales Enablement Research
      • Competitive Landscape Analysis
      • Win-Loss Research
      • Churn Analysis
      • Channel Research
  • Marketing Services
    • Marketing Strategy
    • Messaging
    • Content Marketing
    • Sales Enablement
  • Insights and Perspectives
    • B2B Market Research Blog
    • B2B Marketing Blog
    • B2B Resources
  • About Us
    • Our Story
    • Our Clients
    • Client Testimonials
    • Careers
    • Ethics Policy
    • Privacy Policy
  • Contact Us
  • Search
  • Menu Menu

Competitive Intelligence and Competitor Pricing Part 2

March 14, 2013/in Blog Posts /by cascade
Share this entry
  • Share on Facebook
  • Share on Twitter
  • Share on LinkedIn
  • Share by Mail

Three Reasons to Bring on the Humans!

Relationships between vendors, distributors, and customers can become long-term and complex in the B2B sphere. The large amounts of money involved make investments in time and energy worthwhile for all concerned, and price lists alone may not capture all factors that are relevant to the transaction:

  1. Vendor incentives to distributors play a significant role. When resellers carry multiple product lines from different vendors, they typically have varying levels of incentive to sell those products to end customers. Deep discounts or other preferential treatment from a given vendor may significantly affect end-customer pricing.
  2. Resellers are driven more by profit than by revenue. Interviewing resellers is typically the only way to understand the typical differences in profit margin among products from different vendors. Pricing from a vendor to a reseller is at least as important as end-customer pricing to understanding the supply chain.
  3. Value-added factors apart from price can be critical. End customers often give preference to certain resellers (and therefore certain vendors) based on factors such as early access to new products, fast turnaround times, or even free hand-delivery of an overlooked cable to an overworked IT team on a Sunday afternoon.

This is the second in a three-part series about using competitive intelligence to analyze the pricing structures used by your competitors. The previous installment, “Three Varieties of Smoke & Mirrors in B2B Pricing,” discusses the lack of concrete, standardized pricing for typical B2B products. The third and final entry, “Three Ways Pricing’s Not as Secret as You Think,” discusses the reality that competitor pricing is not truly confidential, and how that fact should affect your research.

By Sean Campbell
By Scott Swigart

Get in touch

"*" indicates required fields

Name
Cascade Insights will never share your information with third parties. View our privacy policy.
This field is for validation purposes and should be left unchanged.
  • Bio
  • Latest Posts
cascade

cascade

cascade

Latest posts by cascade (see all)

  • Read Like An Analyst: Data Dilemmas, Startups & Standouts - October 20, 2015
  • 7 Trade Show Competitive Intelligence Tips: B2B Market Research podcast - May 11, 2015
  • We will be Hacked: Adjusting to the New Normal for Enterprise Security… - January 16, 2015
Share this entry
  • Share on Facebook
  • Share on Twitter
  • Share on LinkedIn
  • Share by Mail

GET IN TOUCH

hello@cascadeinsights.com

(503) 898-0004

WHAT WE DO

Market Research Services
Marketing Services
Subscribeto RSS Feed

Blog Categories

  • B2B Buyer Persona Research
  • B2B Channel Market Research
  • B2B Churn Analysis
  • B2B Competitive Landscape Analysis
  • B2B Customer Experience Research
  • B2B Customer Journey Mapping
  • B2B Go-To-Market Research
  • B2B Market Opportunity Research
  • B2B Market Research Blog
  • B2B Market Segmentation Research
  • B2B Marketing Blog
    • Uncategorized
  • B2B Messaging
  • B2B New Product Launch Research
  • B2B Thought Leadership
  • B2B Usability Testing
  • Brand Research
  • Concept Testing
  • Content Marketing
  • Customer Satisfaction Research
  • Data-Driven Marketing Research
  • Jobs-To-Be-Done
  • Key Buying Criteria
  • Marketing Enablement
  • Marketing Strategy
  • Message Testing Research
  • Partner Enablement
  • Product/Service Research
  • Sales Enablement Marketing
  • Sales Enablement Research
  • User Personas
  • Videos
  • Win/Loss Analysis

Written by

cascade

RECENT POSTS

  1. CI Review – Slideshare.net
  2. Measuring Tape for a Business Model – A Company’s Value Migration Ratio
  3. The Other “Fiscal Cliff” – How to Stick It to the Competition
  4. Competitive Intel – #33 Transcript – How Much Secrecy Can You Expect?

Connect With Us

503.212.0687

hello@cascadeinsights.com

  • LinkedIn
  • Twitter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

B2B Market Research

  • Customer Experience Research
  • — Buyer Persona Research
  • — Buyer's Journey Research
  • — Key Buying Criteria Research
  • — Jobs-To-Be-Done Research
  • — User Personas
  • — Customer Satisfaction Research

  • B2B Product/Service Research
  • — Market Opportunity Research
  • — Concept Testing
  • — Go-To-Market Research

  • Marketing Enablement Research
  • — B2B Data-Driven Marketing Research
  • — Message Testing
  • — Brand Research
  • — Thought Leadership
  • — Partner Enablement

  • Sales Enablement Research
  • — Competitive Landscape Analysis
  • — Win Loss Analysis
  • — Churn Analysis
  • — Channel Research

B2B Marketing

  • — B2B Marketing Strategy
  • — B2B Messaging Services
  • — B2B Content Marketing
  • — B2B Sales Enablement

About Us

  • — Our Story
  • — Our Clients
  • — Client Testimonials
  • — Careers
  • — Ethics Policy
  • — Privacy Policy

Blogs

  • — B2B Market Research Blog
  • — B2B Marketing Blog
  • — Cascade Insights Blog
Cascade Insights is proud to be a member of the Inc. 5000.
Oregon 100 Best
Modern Data for Trusted Frameworks – SCIP Chapter Event – NJ / ...Competitive Intelligence and Competitor Pricing Part 3
Scroll to top