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PROS, European Pricing Platform Survey Reveals Pricing Profit Potential

PRO | June 22, 2016

PROS, European Pricing Platform Survey Reveals Pricing Profit Potential

Uncovers Opportunities to Drive Top- and Bottom-line Objectives with Pricing Maturity

PROS^® (NYSE: PRO), the revenue and profit realization company, together with the European Pricing Platform (EPP), today announced survey results that highlight opportunities to improve pricing performance and help organizations meet their top- and bottom-line objectives. Conducted by the EPP and sponsored by PROS, the survey illuminates current and target pricing maturity levels of more than 200 European companies across six key areas: pricing strategy, policy, implementation, reporting, organization and systems.

The survey connects pricing maturity with organizational expertise in executing profit-oriented strategies. A full 81% of the respondents reported they operate with a lack of pricing maturity, indicating less than 20% realized the power of pricing and its ability to improve profitability.

“This survey showcases how organizations can tap into the power of pricing to realize their profit potential,” said PROS Chief Marketing Officer Patrick Schneidau. “The survey is especially noteworthy despite some of the wide differences in how companies perceive their own pricing maturity today. Companies that accelerate their pricing maturity progress can succeed in today’s hypercompetitive global macroeconomic environment, and we are encouraged to learn that more than half of the European respondents plan to further their pricing maturity over the next year.”

“The EPP survey highlights the state of pricing maturity today and the risks of inaction,” said EPP President Pol Vanaerde. “It also offers change management recommendations for pricing initiatives, so companies can successfully use pricing to close the gap between their existing and expected revenue and profit growth. By adopting the survey’s pricing insights, companies can make substantial progress in driving revenue and profits with mature pricing skills.”

The results offer greater insight into how companies view their pricing maturity levels today and also provide suggestions for improvement:

Among companies surveyed, a full 55% believe pricing maturity is a competitive advantage and are creating action plans over the next year to develop the necessary skills.
While 70% of organizations indicate their pricing and sales teams work together to determine price guidance, less than 10% use a cross-functional approach with marketing, sales and finance to achieve pricing maturity.
Fewer than 5% of the European respondents employ advanced pricing practices, which highlights a strategic opportunity for companies to use pricing as a profitability lever.
Today 65% of participants allow unconditional discounts, a clear indicator that these organizations are missing opportunities to improve margins.

Survey Webinar

During a recent webinar, the EPP, PROS and Simon-Kucher & Partners shared additional survey results and offered insights on how increasing a company’s pricing maturity helps realize greater revenue and profitability. To listen to the replay and download the presentation slides, visit the website.

To learn more about PROS, visit the website or follow PROS on Twitter at @PROS_Inc.

About PROS

PROS Holdings, Inc. (NYSE: PRO) is a revenue and profit realization company that helps B2B and B2C customers realize their potential through the blend of simplicity and data science. PROS offers cloud solutions to help accelerate sales, formulate winning pricing strategies and align product, demand and availability. PROS revenue and profit realization solutions are designed to allow customers to experience meaningful revenue growth, sustained profitability and modernized business processes. To learn more, visit pros.com.

Forward-looking Statements

This press release contains forward-looking statements, including statements about the functionality and benefits of revenue and profit realization software to organizations generally as well as the functionality and benefits of PROS software products. The forward-looking statements contained in this press release are based upon PROS historical experience with revenue and profit realization software and its current expectations of the benefits of revenue and profit realization software for organizations that implement and utilize such software. Factors that could cause actual results to differ materially from those described herein include the addressability of an organization’s revenue and profit realization software needs, the risks associated with PROS developing and enhancing products with the functionality necessary to deliver the stated results and the risks associated with the complex implementation and maintenance of revenue and profit realization software such as PROS software products. Additional information relating to the uncertainty affecting the PROS business is contained in PROS filings with the Securities and Exchange Commission. These forward-looking statements represent PROS expectations as of the date of this press release. Subsequent events may cause these expectations to change, and PROS disclaims any obligations to update or alter these forward-looking statements in the future whether as a result of new information, future events or otherwise.