3 Things Your Competitors Can Teach You About Modern Commerce

December 6, 2017 Craig Zawada

No matter what industry you’re in, if you think of the biggest ways your business is changing, it’s most likely in the buying experience – both in what customers expect and in the way that your company delivers. In our work with customers and partners, more and more companies are realizing they need to modernize their businesses to keep up with changing buyer expectations. The increasing demands for streamlined, transparent and consistent buying experiences are difficult, if not impossible, to keep up with using traditional methods and we’re often asked what the secrets are for doing it right.

Based on 300 surveys with companies in the U.S. and Europe, Forrester has defined three levels of modern commerce maturity – Newcomer, Apprentice and Practitioner. Companies that have reached higher levels of maturity all have three things in common:

  • They understand the changing preferences of today’s buyer.
  • They know how to engage with buyers in new ways that leverage technology and self-service.
  • They put their data to work to create personalized offers, and effectively price and sell to modern buyers.

Even better, they’ve forged proven paths to success that can be replicated. It starts with finding out where you are on your journey to modern commerce and shifting the way you think about your business.

Take a two-minute assessment* to see where you stand and get recommendations to accelerate your journey, no matter where you are in the process.

*Based on Accelerate Your Journey To Modern Commerce, an April 2017 commissioned study conducted by Forrester Consulting on behalf of PROS

Modern Commerce Assessment

About the Author

Craig Zawada

Craig Zawada joined PROS in 2010 and serves as its Chief Visionary Officer. He is responsible for creating and articulating the vision for how PROS uses the latest technology to help companies drive incremental sales growth and profit improvement. Prior to joining PROS, he was a partner and leader in the Marketing & Sales Practice at McKinsey & Company. Zawada is a widely published author, with articles that have appeared in many high-profile publications, including Harvard Business Review, Forbes.com, Mergers and Acquisitions, and the McKinsey Quarterly. Zawada co-authored both the first and second editions of “The Price Advantage,” which has been recognized as one of the most pragmatic books available on pricing strategy.

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