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The game of transaction
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pricing is won or lost in
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hundreds, sometimes
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thousands, of individual
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decisions each day. Standard
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and discretionary discounts
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allow percentage points of
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revenue
to
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drop from the table
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one transaction at a
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time.
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Current pricing processes
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…
with multiple
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execution systems,
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multiple views of
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information, and multiple
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prices presented to
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customers … leading to
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inconsistency, revenue
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leakage, and profit loss.
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Many
functions—
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marketing,
sales and
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finance,
to name a
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few
— typically make
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independent
(often
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conflicting)
decisions
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that
collectively
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undermine
the goals
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of
the business as a
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whole.
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