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Pricing Software and the Chief Sales Officer

A guide to the value a CSO can expect from a pricing software implementation and the role he/she must play to ensure its success.

"A pricing software implementation has a direct and potentially powerful impact on the sales organization. As a CSO, you have a vested interest in ensuring the project is successful and delivers the maximum value to your organization. Through the years, I have had the opportunity to experience many pricing software initiatives and conduct numerous interviews with CSOs following the completion of a pricing software implementation. Based on these insights, I have put together this commentary for CSOs embarking on a pricing software implementation that addresses both the value a sales organization should gain from a pricing software implementation and the role of a CSO in ensuring the project is successful."

-Craig Zawada

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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