The author suggests that the gap can be bridged by providing AI with both quantitative and qualitative information, which enhances its ability to make informed recommendations. The article emphasizes the need for human collaboration and oversight in aligning AI-driven insights with real-world business objectives. It concludes by stating that treating AI as a strategic partner in pricing strategies can lead to more competitive, responsive, and informed B2B pricing practices.
Key takeaways:
- AI can significantly optimize B2B pricing strategies by identifying insights in current sales and pricing models, pinpointing outliers, and identifying margin gaps and leakage.
- AI can contribute to effective customer and product segmentation by refining these segments through a nuanced understanding of buying patterns and leveraging available information on customer behavior and product performance.
- Providing AI with both quantitative and qualitative information enhances its ability to make informed recommendations. Sales teams can feed this data back to the AI to train it to refine future questions and insights.
- While AI is a powerful tool in reshaping B2B pricing strategies, it requires robust governance, data quality and control frameworks, and human collaboration to be effective. Treating AI as a strategic partner in pricing strategies, rather than a standalone solution, can lead to more competitive, responsive, and informed B2B pricing practices.