SYSTEMS AND METHODS FOR PRICE OPTIMIZATION USING BUSINESS SEGMENTATION

• US 20080126264A1
• Filed: 11/12/2007
• Published: 05/29/2008
• Est. Priority Date: 05/02/2006
• Status: Abandoned Application

• Current Assignee: Vendavo, Inc.
• Original Assignee: Vendavo, Inc.
• Inventors: Johnson, Jeffrey D., Tellefsen, Jens E.
• Application Number:
  US11/938,714
• Publication Number:
  US 20080126264A1
• Time in Patent Office: Days
• US Class Current: 705/80
• CPC Class Codes: G06Q 10/04 Forecasting or optimisation specially adapted for administrative or management purposes, e.g. linear programming or "cutting stock problem" market predictions or forecasting for commercial activities G06Q30/0202
• CPC Class Codes: G06Q 10/06 Resources, workflows, human or project management; Enterprise or organisation planning; Enterprise or organisation modelling
• CPC Class Codes: G06Q 30/02 Marketing; Price estimation or determination; Fundraising
• CPC Class Codes: G06Q 30/0283 Price estimation or determination
• CPC Class Codes: G06Q 50/188 Electronic negotiation

Abstract

The optimization of product prices using business segmentation is provided. The business is segmented into a plurality of selected segments, each including a subset of products. Segmenting utilizes fixed dimensions and variable dimensions. Pricing power and pricing risk is computed for each segment. Pricing power is an ability to alter pricing of the products within the segment. Pricing risk is a risk factor associated with an alteration to pricing of the products within the segment. Pricing objectives are generated for each segment by comparing the pricing power to the pricing risk of the segment. Prices are optimized using the pricing objectives. Prices are set based on optimized prices. Price lists and policies may be managed, including negotiating of prices based on optimized prices. Additionally, the entire system may be linked to an enterprise resource system.

Claims

1. A computer implemented method for optimization of product prices using business segmentation, useful in association with a plurality of products, the method comprising:

segmenting a business into a plurality of selected segments, wherein each segment of the plurality of segments includes a subset of products from the plurality of products;

computing pricing power of each segment of the plurality of segments wherein the pricing power is an ability to alter pricing of the products within the segment;

computing pricing risk of each segment of the plurality of segments wherein the pricing risk is a risk factor associated with an alteration to pricing of the products within the segment;

generating pricing objectives for each segment by comparing the pricing power of the segment to the pricing risk of the segment;

optimizing prices for selected segments using the pricing objectives;

setting prices based on optimized prices;

managing price lists and policies;

negotiating prices based on optimized prices; and

linking price optimization system to an enterprise resource system.

2. The computer implemented method, as recited in claim 1, wherein segmenting the business into the plurality of selected segments utilizes fixed dimensions and variable dimensions.

3. The computer implemented method, as recited in claim 2, wherein fixed dimensions include at least one of geography, sales region, market group, customer size, customer type, industry, and deal type.

4. The computer implemented method, as recited in claim 2, wherein variable dimensions include at least one of customer class, product class, and deal class.

5. The computer implemented method, as recited in claim 4, wherein product class include at least one of measures and levels, wherein measures includes at least one of volume, revenue, profit, margin, net price, purchase frequency, discount rates, compliance rates and customer behavior, and wherein levels may include quality and status.

6. The computer implemented method, as recited in claim 1, wherein computing pricing power includes analyzing at least one of price variance, win rates, price yields and competitor pricing.

7. The computer implemented method, as recited in claim 1, wherein computing pricing risk includes analyzing at least one of sales revenue, sales trend, price distribution and customer spend.

8. The computer implemented method, as recited in claim 1, wherein generating pricing objectives includes performing a matrix analysis of pricing power and pricing risk.

9. A price optimization system using business segmentation, useful in association with a plurality of products, the price optimization system comprising:

a segmentor configured to segment a business into a plurality of selected segments, wherein each segment of the plurality of segments includes a subset of products from the plurality of products;

a pricing power engine configured to compute pricing power of each segment of the plurality of segments wherein the pricing power is an ability to alter pricing of the products within the segment;

a pricing risk engine configured to compute pricing risk of each segment of the plurality of segments wherein the pricing risk is a risk factor associated with an alteration to pricing of the products within the segment;

a pricing objective engine configured to generate pricing objectives for each segment by comparing the pricing power of the segment to the pricing risk of the segment;

an optimizer configured to optimize prices for selected segments using the pricing objectives;

a price setter configured to set prices based on optimized prices;

a manager configured to supervise price lists and policies;

a negotiator configured to negotiate prices based on optimized prices; and

a network connector configured to link price optimization system to an enterprise resource system.

10. The price optimization system of claim 9, wherein the segmentor is configured to segment the business into the plurality of selected segments by utilizing fixed dimensions and variable dimensions.

11. The price optimization system of claim 10, wherein fixed dimensions include at least one of geography, sales region, market group, customer size, customer type, industry, and deal type.

12. The price optimization system of claim 10, wherein variable dimensions include at least one of customer class, product class, and deal class.

13. The price optimization system of claim 12, wherein product class include at least one of measures and levels, wherein measures includes at least one of volume, revenue, profit, margin, net price, purchase frequency, discount rates, compliance rates and customer behavior, and wherein levels may include quality and status.

14. The price optimization system of claim 9, wherein pricing power engine is configured to compute pricing power by analyzing at least one of price variance, win rates, price yields and competitor pricing.

15. The price optimization system of claim 9, wherein pricing risk engine is configured to compute pricing risk by analyzing at least one of sales revenue, sales trend, price distribution and customer spend.

16. The price optimization system of claim 9, wherein pricing objective engine is configured to perform a matrix analysis of pricing power and pricing risk.

17. A computer implemented method for business segmentation, useful in association with a plurality of products, the method comprising:

receiving fixed dimensions;

receiving variable dimensions;

performing factor analysis on the fixed dimensions and variable dimensions;

performing cluster analysis on the fixed dimensions and variable dimensions;

performing correlation analysis on the fixed dimensions and variable dimensions; and

segmenting a business into a plurality of selected segments by balancing the results of the factor analysis, cluster analysis and correlation analysis, wherein each segment of the plurality of segments includes a subset of products from the plurality of products.

18. A computer implemented method for generating pricing objectives, useful in association with a plurality of products, the method comprising:

segmenting a business into a plurality of selected segments, wherein each segment of the plurality of segments includes a subset of products from the plurality of products;

computing pricing power of each segment of the plurality of segments wherein the pricing power is an ability to alter pricing of the products within the segment;

computing pricing risk of each segment of the plurality of segments wherein the pricing risk is a risk factor associated with an alteration to pricing of the products within the segment; and

generating pricing objectives for each segment by comparing the pricing power of the segment to the pricing risk of the segment.