Posted on 12/29/202008/30/20224. Transitioning from CA to PTW 4. Transitioning from CA to PTW 4.01 Do you have a documented process for transforming competitive intelligence into pricing analysis? No, we rely primarily on tribal knowledgeWe rely on informal documentation based on previous analysisYes, company has a documented process but it may need a refreshYes, company has a well documented process that practitioners review and update periodically 4.02 Are you able to quantify relevant competitor assessment information that transfers directly into pricing analysis? No, we transfer only qualitative CA data to the PTWQuantifying CA results for the PTW are left up to the practitionersWe have a formal process for quantifying CA for the PTW 4.03 Can you use a Section M in an RFP and quantify it to assess scores for competitors? No, composite non-price scores are only qualitativeWe use a simplistic process for quantifying the evaluation factors in Section MWe have a formal process for quantifying the evaluation factors in Section M 4.04 Can you pull up critical requirements in an RFP and score competitors based on the competitive intelligence gathered? Our competitive intelligence is limitedWe have some competitive intelligence which we use for rough scoring of our competitors' systems/solutionsWe have a robust competitive intelligence which we use for scoring our competitors' systems/solutions 4.05 Can you integrate both internal and external factors in the competitive/customer assessment to adjust pricing strategies? No, we rely solely on internal factorsYes, we can adjust pricing strategies based on both internal and external factors 4.06 Are you able to integrate holistically a customer assessment, competitor assessment, and pricing assessment to begin developing a price-to-win strategy? We tend to treat the customer assessment, the competitor assessment, and the pricing assessment independentlyWe integrate the customer assessment, the competitor assessment, and the pricing assessment in a qualitative fashionWe integrate the customer assessment, the competitor assessment, and the pricing assessment in a quantitative fashion 4.07 How do you deal with information that is not quantifiable? Our non pricing work is all qualitative so we incorporate in a qualitative fashionWe note the potential influence of this information on any quantified data items in our deliverablesWe estimate and illustrate the bounds of the influence of this information on any quantified data items in our deliverable graphics 4.08 Can you quantify and fix all non-price factors for competitors and prepare the pricing analysis based on these fixed parameters? No, we do not attempt to quantify all non-price factorsWe quantify some of the non-price factorsYes, we quantify all of the non-price factors Loading...