Information Technology

Gartner Glossary

B2B Price Optimization And Management

Price optimization and management (PO&M) software enables an organization to efficiently manage and optimize the price of its goods and services. More recently, these offerings have begun to support a wider range of sales intelligence advice — such as best-next-action recommendations and customer churn warnings. Some vendors focus on the back-office price management and product management roles; others focus on providing sales intelligence in real-time to the sales representative. The most successful companies offer both. This market focuses on vendors whose software supports B2B and B2B2C business models. PO&M products are used by multiple industries, including travel and transportation, wholesale and distribution, energy, chemicals and petroleum, financial services and insurance, life sciences, high tech, manufacturing, telecommunications, food and beverage, and consumer packaged goods.

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