Should B2B companies be fully transparent with online pricing?

Andy & Brian discuss the pros and cons of B2B companies making their pricing available in online channels.

 

They're mostly aligned with the common wisdom that pricing should be transparent, but they offer 4 reasons why it may make sense to hide some prices:

1) Withholding prices gives the seller pricing power.

2) Making the customer call for price raises their commitment to complete the buying journey.

3) The “price available upon request” notice carries an aura of exclusivity and status.

4) Withholding prices selectively pushed the customer to certain items and away from others.