According to a November 2019 study led by IDC and COMPTIA, the high tech market is valued at $5.2 trillion dollars with more than 67% of sales going through channel partners. Also, it was discovered that 70% of a high tech company’s revenue still comes from the indirect channel.
While this growth is happening, there’s something disrupting the market. Over the course of the last 5 years, how we interact with one another, especially through social media, mobile, and digital marketing, has led to a revolution where high tech buyers demand a more consumer like approach. Traditional B2B models that had a long tail approach to buying, are switching to a more B2C consumer-centric approach.
With this evolution and challenge, how can sales and pricing leaders use pricing as a competitive advantage?
Join Nikki Caruthers, Director, Solution Consulting at Model N as he discusses why one size doesn’t fit all in pricing and what effect inconsistent pricing and price erosion.