View all newsletters
Receive our newsletter - data, insights and analysis delivered to you
  1. Technology
  2. Data
February 13, 2013

Shift in Enterprise software sales model to positively impact revenue: PwC

Shifts in enterprise software sales model is expected to positively impact pricing, boosting revenue, according a new report by PwC.

By CBR Staff Writer

According to the report, the evolving software industry requires new pricing strategies.

PwC’s global software leader Mark McCaffrey said by combining analytics with formalised processes and standards, companies can get on a path towards a more coherent, organisation-wide pricing model that delivers results.

"Companies today are focusing more on pricing excellence. Those who coordinate a pricing strategy framework with organizational processes and structure, systems, data and culture can obtain notable increases in ROI and decreased revenue leakage among other benefits." McCaffrey said.

The report outlines four pricing management frameworks which affects pricing maturity and financial results which include: pricing strategy, price formulation, transaction management and performance management and performance management.

These factors could affect and be affected by process, organisation and technology and data analytics along with the business functions.

"Once pricing strategy has been identified, companies can review the factors that influence cash flow starting with list price through to minimum required revenue,"

"These factors, which we refer to as ‘price waterfalls,’ can determine and shut off revenue leaks."

Content from our partners
Green for go: Transforming trade in the UK
Manufacturers are switching to personalised customer experience amid fierce competition
How many ends in end-to-end service orchestration?

The report claims that systematising pricing can cut or eliminate the need for various sales approaches that require resources.

Websites in our network
Select and enter your corporate email address Tech Monitor's research, insight and analysis examines the frontiers of digital transformation to help tech leaders navigate the future. Our Changelog newsletter delivers our best work to your inbox every week.
  • CIO
  • CTO
  • CISO
  • CSO
  • CFO
  • CDO
  • CEO
  • Architect Founder
  • MD
  • Director
  • Manager
  • Other
Visit our privacy policy for more information about our services, how New Statesman Media Group may use, process and share your personal data, including information on your rights in respect of your personal data and how you can unsubscribe from future marketing communications. Our services are intended for corporate subscribers and you warrant that the email address submitted is your corporate email address.