Getting Hands-On with Modern Commerce

May 10, 2017 Craig Zawada

When it comes to selling, do you have what you need to deliver a stellar experience, no matter where or how your customers choose to buy? If you can’t deliver a consistent buying experience across all your buying channels, if you’re slow to respond to quote requests, or you’re not sure how your customers value your products, maybe not.

There’s no better way to get a leg up on what it takes to succeed in the modern commerce era than learning from folks who have been at the forefront of developing and implementing the technology that’s powering modern commerce. That’s why sales ops professionals, pricers, and revenue managers traveled early to Chicago for a day of workshops before the main event of the week – Outperform.

They brought their biggest traditional commerce pain points:

  • SLOW: can’t quote quickly, friction in the approval process
  • STATIC: prices can’t move with the market
  • IMPERSONAL: prices not specific to customers and segments
  • SILOED: Disconnection across sales channels
  • INCONSISTENT: varied pricing across customers creating low price expectations

And learned what’s holding them back from shifting to modern commerce – the inability to price dynamically across all channels. They learned what it takes to meet buyers how – and where – they buy and quickly deliver the right product, and, more important, the right price.

They dove into hot tops like Artificial Intelligence and how it, and machine learning, are moving into the mainstream with the convergence of data science models, the availability of large data sets, compute capabilities and growing expertise.

In short, it was a crash course in modern commerce through workshops for both the pricing and sales sides of business. And, we dove into specific products that are powering modern commerce in the travel industry with courses targeted specifically to airline professionals.

It was the perfect way to get armed with practical knowledge and hands-on training in anticipation of two days jam-packed with customer stories, forward-looking discussions, insight into industry trends and live demos, all focused on succeeding in the modern commerce era.

So, what’s on tap for tomorrow? Outperform officially kicks off with a day of keynote sessions sure to inspire and make you think.

The Next Generation of B2B and B2C in a Modern Commerce World Andres Reiner, President and CEO, PROS and Hayden Stafford, Corporate Vice President, Global Enterprise Sales, Microsoft Dynamics

The Time Has Come to Accelerate Your Modern Commerce Journey John Bruno, Forrester Research Analyst

TAP Modern Commerce Transformation: Outperforming together with PROS Elton D’Souza, Senior Vice President, Network & Revenue Management, TAP Portugal

Moving from Spreadsheets to Modern Commerce in the Food Industry Sonya McCullum Roberts, President – Growth Ventures & Strategic Pricing, Cargill Protein

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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