Posts by Ryan

Managing Product, Price, and Availability for eTailers

Posted by on Mar 17, 2016 in Availability, Pricing, Product | 0 comments

Managing Product, Price, and Availability for eTailers

One of our customers initiated a new program to sell through eTailers.  As mentioned in another blog article, you have to get the product data to the eTailer, receive orders, and then foster growth.  In this article, we’ll talk about how we got product, price, and inventory information to this customer’s channel partners. When tasked with this problem, we first went through an evaluation process, decided on a vendor, the vendor didn’t work out, then went with another vendor.  We’re up and running now and at this point need to figure out a sustainable model for servicing the channels.  This...

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Analysis Technique for a Better Price

Posted by on Mar 16, 2016 in Pricing | 0 comments

Analysis Technique for a Better Price

An oft quoted statistic in pricing circles is from the Harvard business review Managing Price, Gaining Profit that states a 1% increase in price can yield an 11% gain in profit.  It was written years ago, but we still quote it.  Of course there are a lot of dependencies such as your margin and demand but the point is – good pricing is important. Price and cost.  Many businesses frequently price at cost plus rather than what the market will bear.  Cost plus pricing is simply pricing the product at some margin over cost and market pricing is pricing the product at what the market can support. ...

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How Do Customers Find Your Products?

Posted by on Feb 9, 2016 in Product | 0 comments

How Do Customers Find Your Products?

When customers start the shopping process, they have varying degrees of knowledge – they might know exactly what brand they want and the product they are looking for or they might know in general what they want and need to do research.  Depending on the stage the customer is in, they will turn to their friends on social media, search the web for products, and go directly to your site.  And when they find you, do I trust this company’s products? Do my friends have recommendations?  They may touch your site at this point or more likely will be browsing the internet for information. In...

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SaaS Single Sign On with SAML

Posted by on Jan 14, 2016 in Experience | 0 comments

SaaS Single Sign On with SAML

Single Sign On for SaaS providers is becoming increasingly important as SaaS solutions emerge for virtually all common business functions.  Customers find themselves enrolling with many different services and want to it to be as seamless as possible.  One way to ease the transition is for them to use their own identity providers to grant access to the various services they take advantage of.  This allows them to keep control of the users and their privileges.  The largest service providers, like SalesForce, have the resources to tackle a complicated problem but most SaaS providers don’t have...

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Dissecting the Checkout Process

Posted by on Jan 12, 2016 in Experience | 0 comments

Dissecting the Checkout Process

When a customer has decided what to buy, you need to make it as quick and painless as possible to make the purchase.  A 50% to 75% abandonment rate is not uncommon in the shopping cart.  Baymard Institute has aggregated a number of statistics here http://baymard.com/lists/cart-abandonment-rate which shows various rates from a number of different collectors.  Checkout abandonment is not as high as shopping cart, but it is still real.  Some customers are simply window shopping or want to check shipping rates, but others start to have second thoughts once they get into the checkout process.  To...

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