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.
More Subscriber-Only Resources From Our Library
-
Beyond the Hype of Marketing Automation Tools
Marketing automation tools can be very powerful and beneficial. But are these toolsets really the answer to all of our lead generation woes? In this interview with Dan McDade, the author of The Truth About Leads, we cut through the hype surrounding marketing automation tools and discuss their proper role in lead generation.
View This Interview -
Identifying Your Value Along Five Dimensions
You can't just hope prospects will pick-up on the compelling reasons to buy from you. In this guide, you'll learn the five dimensions of value that matter and over 50 potential value-drivers that can influence buying decisions.
View This Guide -
Rethinking How You Manage Your Marketing Assets
Managing thousands of marketing assets can quickly become an unmanageable marketing headache. But it doesn't have to be. In this guide, learn about protecting your brand and increasing effectiveness with digital asset management.
View This Guide -
The Revenue Marketing Center of Excellence
With revenue marketing gaining popularity, many are wondering what kinds of organizational structures will best support the transformation. In this interview, Debbie Qaqish of the Pedowitz Group explains why the Center of Excellence model makes so much sense for revenue marketing.
View This Interview

Why Subscribe?
When you join your peers and become a Marketing Ops Journal subscriber, you get immediate access to this case study as well as all of these other features:
- Training WebinarsDozens of on-demand webinars covering crucial Marketing Ops topics with new webinars every few weeks
- On-Demand LibraryA searchable library of hundreds of concise guides, tutorials, cases, assessments, and research reports
- Expert InterviewsLearn from others in Marketing Ops who’ve “Been There and Done That” through our Expert Interview Series
- Help DeskAsk our team of analysts for advice, insights, and perspectives on your specific Marketing Ops challenges