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西蒙顾和：2026定价与报价自动化赋能增长：全球基准研究高管洞察报告（中译版）（25页）.pdf

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1、simon-Grigori Bokeria,Senior Partner Othmar Schwarz,Partner Michael Tatschl,Partner Lorenz Moser,Senior Director Technology Strategy Advice Tim Wisniewsky,Consultant Technology Strategy AdviceUnlocking growth through pricing"ing automationInsights for executives from a global benchmark studyCont

2、entsExecutive Summary 3The strategic imperative:Why pricing"ing automation?5Insights from 200 business leaders 7A five-step roadmap for executives to unlock growth through pricing"ing automation 19Why Simon-Kucher?21Author 223Executive SummaryThis study examines Configure,Price,Quote(CPQ)and

3、 Price Optimization&Manage-ment(PO&M)solutions as the critical technologies reshaping how B2B companies price,sell,and grow.Drawing on insights from 200 business leaders1 across the DACH region,it uncovers how automation in pricing and quoting is emerging as a decisive source of competitive advantag

4、e.The market leaves little room for complacency.Customers demand personalized offers in real time,product portfolios are increasing in complexity,and pricing pressure continues to intensify.Manual and fragmented pricing processes can no longer keep pace.Leading companies are turning pricing and quot

5、ing into strategic engines for growth,margin protection,and commercial resilience.Meanwhile,users of CPQ and PO&M software solutions gain more flexibility to react to fast-changing market dynam-ics.The results are striking:Among 200 CPQ and PO&M users,3 in 4 achieved a 310%uplift in return on sales(

6、ROS)2,with up to+10%gains for top performers after implementation.The strongest improvements can be observed in industries such as electronics and automotive.Among 100 surveyed CPQ users,CPQ improved deal velocity,shortening lead-to-quote time3 by an average of 27%.Among 100 surveyed PO&M users,PO&M

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1. **核心价值**：CPQ（配置、报价）与PO&M（价格优化管理）自动化可显著提升商业表现，75%企业实现销售回报率（ROS）提升3-10%，顶级 performers 增幅达10%。 2. **关键效益**：CPQ缩短报价周期27%，PO&M减少价格偏差6%，降低利润流失；80%企业应用AI，高AI成熟度企业ROS提升额外20-25%。 3. **实施挑战**：仅40%企业实现完全成功，主要障碍为范围不清、技能不足；定制化（95%企业采用）和系统集成（50%完全集成）是成本与效果的关键驱动。 4. **成本基准**：实施成本€0.3-1.5m，年许可费€0.1-0.3m，大型企业（>€2b）成本更高。 5. **行动建议**：需明确商业目标、诊断数字 readiness、聚焦核心功能（如配置逻辑与定价规则）、强化组织协同，并逐步引入AI智能。
自动化如何提升利润？ CPQ与PO&M有何区别？ AI如何优化定价？
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