What is a B2B Pricing Software?

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Understanding B2B Pricing Software

Pricing software originated from revenue management tools primarily used in industries like travel and hospitality. However, its application has since expanded to sectors such as retail, B2B, financial services, and telecommunications. B2B pricing software assists businesses in analyzing, managing, and optimizing their pricing strategy. Its adoption spiked during the late 1990s and is now widely embraced by various sectors including manufacturing, distribution, and industrial services.

Over time, there have been significant advancements in algorithm complexity, processing speed for handling vast amounts of data, and overall delivery of pricing software. Nevertheless, original B2B pricing challenges persist and have been exacerbated by rapid changes in business and technology.

This article aims to explain pricing software within the B2B landscape. We will explore the different categories of pricing software, its beneficiaries, the tangible benefits it offers, and provide recommendations for selecting the most suitable pricing software provider for your enterprise.


Three Categories of Pricing Software

Pricing software typically falls into three categories: Pricing Analytics, Price Setting, and Price Getting.

  1. Pricing Analytics: This software helps businesses assess their current pricing performance and identify areas for improvement. It is often used alongside price management or price optimization software. Moreover, pricing analytics can assist in conducting margin driver analysis, which highlights the factors influencing margins and provides actionable insights. This analysis typically includes elements such as price, volume, cost, and mix, presented in a waterfall chart format.
  2. Price Setting: This involves using price management software to establish prices for new products, update existing price lists, and adjust customer-specific prices efficiently. Additionally, this software streamlines tasks like updating global and regional price lists. Moreover, price optimization software, powered by artificial intelligence, assesses price elasticity and forecasts the impact of different pricing strategies to determine revenue or profit maximizing prices.
  3. Price Getting: Price execution software handles the final calculation and delivery of prices to customers or sales representatives. It can involve generating or revising quotations, agreements, or order entries. Furthermore, a robust pricing engine with a high-availability API can perform complex price calculations and distribute prices in real-time to various applications like ERP systems, CPQ tools, CRMs, or eCommerce platforms.

The Role of Pricing Software in Mainstream B2B Pricing Methods?

Various types or blends of pricing software are utilized to oversee the numerous pricing modes in B2B, known as B2B software. A pricing mode is a system to delineate how an organization settles on a price for a particular customer, which usually has comparable patterns across several B2B industries.

Different pricing methods have their uses. However, they are often used incorrectly. That’s why pricing software and correct pricing tools are so important.

Here are the four key pricing modes and the prevailing issues associated with each:

List Price

  • Maintain relevance: Prevent price lists from becoming stagnant, ensuring they reflect product-value relationships.
  • Optimize and fix: Utilize price optimization software to establish and manage list prices efficiently.

Matrix/System Price

  • Ensure accuracy: Use price management software for simpler matrix structures, while price optimization software ensures correct customer and product assignments.
  • Enhance granularity: Employ data science-driven segmentation for market-aligned prices and improved competitiveness.

Customer-Specific Prices

  • Manage complexity: Integrate price management and optimization software to handle customer-specific prices effectively.
  • Streamline processes: Implement robust deal management software to navigate the complexities of customer contracts and exceptions.

Override Prices

  • Mitigate over-discounting: Leverage price optimization to establish market-aligned negotiation deal envelopes, reducing inconsistent pricing and delays.


By leveraging advanced pricing software like BrightPrice Solution, businesses can overcome challenges and achieve greater precision and consistency in their pricing strategies.


What are the benefits of a pricing software?

Pricing software offers a multitude of benefits for B2B companies, addressing profit margin leakage and pricing inconsistencies prevalent in the market. Here’s a breakdown of the typical benefits:

1. Address Profit Margin Leakage

  • Address inconsistencies: Reduce profit margin losses due to mismatched market prices, avoiding pricing differences based on customer size, order volume, and product worth.
  • Adapt to cost changes: Promptly and accurately modify prices as costs change, minimizing risk and maximizing profits.

2. Improve Pricing Consistency

  • Ensure minimum profits: Avoid transactions that fall below the set profit margins, reducing significant differences in pricing for similar situations.
  • Avoid predictable pricing: Improve pricing consistency by steering clear of rounded prices and fixed profit margins, optimizing profits for each transaction.

3. Enhance Gross Margins

  • Boost profitability: Improve gross margins by 1-3% on average, with significant enhancements often seen through the implementation of price optimization software.
  • Reduce pricing errors: Experience efficiency improvements with reduced pricing errors, streamlining operations and ensuring accurate pricing decisions.


Who benefits from integrating a pricing software?

  • Organizations facing impractical manual list price changes.
  • Businesses with distributed price management that require centralized control.
  • Companies seeking to leverage advanced statistics and machine learning for optimal pricing practices.
  • Enterprises with a rich database of historical sales transactions to train pricing models.
  • Organizations aiming for real-time price calculations based on various factors such as customer type, product mix, costs, competitors, and geographical considerations.


With pricing software, businesses can unlock significant improvements in profitability, efficiency, and pricing accuracy, ensuring a competitive edge in today’s dynamic market landscape.

Make sure you are ‘Change Ready’.


To find out more, book a demo session with our experts here, and if you are interested in learning more about Dynamic Pricing Software click here.