Neil Barton

Friday, October 17, 2008

More Alsbridge On Benchmarking

The latest installment in Alsbdridge's marketing drive on benchmarking is here. It's a short discussion suggesting that a side benefit of benchmarking is a better understanding the overall pricing structure of a deal.

And so it might ... if the benchmarker looked at the pricing structure. Many of them look only at the net monthly charges, ignoring the way in which those charges are built up from unit prices.

In my experience, it's unusual that a benchmark alone causes a whole pricing structure to be re-designed. This happens if there is some other larger re-negotiation going on at the same time, but rarely as a direct result of a benchmark.