Best Practices & Research to Make Your Marketing Operation More Effective

Marketing Ops Journal

Subscriber-Only Case Study

Already a subscriber? Login

Subscribe and get immediate access to this case study, full access to our research library, and much more...

Using a Cost-Plus Mindset to Your Advantage

How One Company Improved Profitability Without Changing Their Team's Cost-Plus Pricing Behaviors

In a B2B environment, an entrenched cost-plus mindset can be a huge obstacle when people get into the habit of using a flat percentage markup to set or quote prices, with no regard for the nature of the product, the needs and values of the customer, or the circumstances of the deal at-hand. In this case study, you will learn about:

  • Devising a strategy when your back is against the wall and the "right way" just isn't an option
  • How effective pricing can be a secret weapon when you need to increase revenue and margin
  • An unusual way to "trick" a sales team into pricing better without the resistance and pushback
  • The right and wrongs ways to deal with internal politics and weak senior management teams

This case study is just one of hundreds of educational resources you get access to as a Marketing Ops Journal subscriber.

Subscribe & Get Access

More Subscriber-Only Resources From Our Library

  • The Benefits of Measurement and Accountability

    Robin Caputo, CMO of Datavail, discusses what her team has been doing to fuel profitable growth. Along the way, you'll hear Robin's unique philosophy on marketing results and measurement---it's a mindset that more B2B marketers should adopt, if they hope to survive and thrive.

    View This Interview

  • Arming Sales to Protect Value

    The balance of power in quoting and negotiations has clearly shifted in the buyers’ favor. In this report, we highlight seven approaches B2B companies are using right now to help their salespeople protect value and margins against today's savvy business buyers.

    View This Research

  • Predicting the Future of B2B Marketing

    What if you could talk to the top thought leaders in B2B marketing and get their predictions about where B2B marketing is headed in the future? Paul Salvaggio of Backbone Media did just that. And in this expert interview, Paul reveals what he learned.

    View This Interview

  • 17 Insights That Improve Close-Rates & Margins

    The more your team knows about how your prospects perceive the marketplace, the better the chances are for success. This guide provides the key prospect insights that can improve close-rates, margins, and long-term customer values.

    View This Guide