The Competitive Price Database helps vendors validate competitive pricing claims before reducing price, increasing discounts, or changing deal strategy. The service helps management determine whether a price challenge reflects actual market pricing, a different configuration, different quantities, channel incentives, services, support, or an incomplete competitive comparison.
How the Service Works
Subscribers submit pricing questions to The Eastern Management Group.
Typical inquiries include:
• Is the competitor really lower priced?
• How does our price compare to the market?
• What is the typical street price for a competing product?
• What discounts are commonly available?
• Are rebates, promotions, financing offers, or deal registration incentives affecting the transaction?
• How do distributor, reseller, and channel prices compare?
• What services or support pricing may be included in the offer?
The Eastern Management Group researches each inquiry using the Competitive Price Database and provides a customized response based on current market pricing, channel pricing, services pricing, and historical pricing trends.
Technology Coverage
The Competitive Price Database tracks products, pricing, discounts, promotions, and channel incentives for competitors representing more than 80% of market share in each technology category.
Coverage includes:
• Security
• Switching
• Routing and SD-WAN
• Wireless
• Unified Communications
These are enterprise technology markets where buyers make large, recurring infrastructure purchases and where price validation can directly affect revenue, margin, and competitive positioning.
Pricing and Channel Data Tracked
The Competitive Price Database includes:
• MSRP
• Street pricing
• Distributor pricing
• Tier 1 reseller pricing
• Tier 2 reseller pricing
• Typical discounts
• Volume discounts
• Promotions
• Rebates
• Deal registration incentives
• Channel incentives
• Financing offers
• Services pricing
• Support pricing
The service helps vendors understand not only list prices, but also the Transaction Influencing Drivers (TIDs) affecting actual transaction pricing in the market.
SKU-Level Pricing Intelligence
The Eastern Management Group maintains competitive price data at the SKU level.
Each record may include:
• SKU
• Product description
• List price
• Street price
• Distributor price range
• Reseller price range
• Typical discounts
• Promotional offers
• Services pricing
• Support pricing
• Market notes
The Competitive Price Database contains more than 1 million SKU price records and reflects more than 25 years of pricing, distribution, and competitive market research.
Pricing data is updated at least quarterly, with interim updates made as market conditions warrant.
Customized Pricing Answers
The Competitive Price Database is not a shrink-wrapped software product. It is a semi-custom pricing intelligence service.
Each inquiry may be evaluated by product, configuration, quantity, geography, route to market, services, support, and competitive situation. This allows The Eastern Management Group to answer specific pricing questions rather than provide generic market averages.
Geographic Coverage
Pricing intelligence is maintained across major global regions:
• North America
• Europe
• APAC
• Emerging Markets
The database tracks competitors representing more than 80% of market share within each technology category and geographic region.
Who Uses the Service?
The Competitive Price Database is designed for:
• Pricing teams
• Sales management
• Product management
• Channel organizations
• Competitive intelligence teams
• Strategy groups
• Finance executives responsible for margin protection
Organizations use the service to validate pricing claims, evaluate discount requests, benchmark competitors, understand channel dynamics, and make better pricing decisions.
Subscription
The North America subscription includes:
• Two user licenses
• Unlimited pricing inquiries
• Competitive pricing intelligence support
Annual Subscription Price: Upon Request
Contact The Eastern Management Group
To learn how The Eastern Management Group's Competitive Price Database can support pricing validation, competitive pricing intelligence, price benchmarking, and margin protection, contact The Eastern Management Group:
(212) 738-9402 Ext. 2201
clients@easternmanagement.com
jmalone@easternmanagement.com