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7 Sins of Dependence on Spreadsheets for Pricing

Dependence on spreadsheets can pose inherent inefficiencies and even liabilities for major pricing initiatives. This white paper by Michael Dunne focuses on helping business leaders understand potential drawbacks posed by spreadsheets. Specific limitations are examined in detail, accompanied by a summary of key vulnerabilities that should be monitored and mitigated and a scorecard to assist evaluators in pinpointing critical shortcomings.

This white paper focuses on helping business leaders understand potential drawbacks posed by spreadsheets to ordinary pricing functions in general, as well as to measures to adopt pricing innovation. Specific limitations of spreadsheets based on the seven concerns are examined in further detail, accompanied by a summary of key vulnerabilities that should be monitored and mitigated. A scorecard is also provided to aid self-assessments of spreadsheet usage for pricing practices, in order to assist evaluators in pinpointing critical shortcomings.

About the Author
Michael Dunne is a Senior Vice President at Creative Executions. Michael brings to his clients extensive experience in advising executive teams of leading organizations worldwide on business innovation and development strategies. He was an industry analyst for over 16 years, and a longstanding observer of the sales automation and pricing software markets. Creative Executions is an advocacy, communications, consulting and content generation firm based in Southport, Connecticut, that helps organizations more successfully navigate increasingly entwined regulatory, integrated media, business and financial environments.

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