To offer business-to-business (B2B) discounts that keep your customers happy and create value for your business, follow a “value-based discounting” strategy. Just Schürmann, Simon Völler, Amadeus Petzke and David Langkamp of The Boston Consulting Group explain why discounting policies that fail to consider a customer’s value may be harming your business. They offer practical examples and guidelines to help your company make the most of its B2B offerings. getAbstract recommends this article to business owners, sales managers and those working in marketing.
In this summary, you will learn
- How your company can profit from a “value-based discounting” strategy and
- How to design and implement guidelines for your company’s discount strategy.
About the Authors
Just Schürmann, Simon Völler, Amadeus Petzke and David Langkamp are business experts with The Boston Consulting Group.