How do you deal with the complexity of price agreements in a B2B digital commerce environment?

written by:

Aroen Sharma


Price structures in the B2B market are complex, causing many organisations to struggle with a successful transition to digital commerce. Digital commerce shifts the pricing mechanism from the back office (ERP) to the front office. The customer can see the product range and start placing orders themselves. However, discounts based on e.g. order volume, customer relationships or regional availability can lead to a lack of uniformity and transparency as soon as a customer starts looking up prices in an e-commerce environment. Organisations run the risk that customers will leave as a result. In order to provide optimal customer service, and to prevent them from being offered different prices through different channels, it is essential that there is only one single source of truth for price information. This article will provide you with solid tips on how to achieve that.