Price adjustment strategies in B2B
Get 10 do's & dont's when increasing prices in B2B, and avoid losing customers - with proven strategies from Simon-Kucher & IMPACT.
Many B2B businesses often only realise 20-30% of their planned price increases, fearing customer backlash. Understandably, sales teams often get nervous when they must pass on price increases to their customers.
However, there are many proven tactics that help you succeed, move focus from price to value, and get properly ‘equipped’ for any possible pushback.
In this session, Nicolai Broby Eckert from the world’s leading pricing consultancy, Simon-Kucher, and IMPACT’s B2B expert Peter Bak Torjusen show and discuss how B2B companies plan and execute price increases that stick – without triggering churn or channel conflict.
- Why price increases are important in B2B
- 10 do’s & dont’s when increasing prices (and what to look out for)
- A repeatable framework to plan recurring price changes with minimal backlash.
- Campaign success factors that lift realised price: message framing, fairness cues, and exception management.
- Sales enablement: Rules that help your teams defend and justify changes.
Pricing is not just a response to costs and competition, but a powerful lever for shaping customer perceptions of value, improving profitability, and ensuring long-term success. Nicolai will give you insights and show how B2B leadership teams can use pricing strategically to maximise value creation across the enterprise.
A data-driven approach to pricing intelligence requires both structure and the right tools. We digitise and operationalise pricing efforts – from the requirements for product data and analytical methods that ensure transparency and predictability, to how visualisation and automation can strengthen decision-making and ensure a more dynamic pricing strategy.
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