Instinct, Not Technology, Rules Pricing Decisions

I have seen this over and over: a company makes substantial investment in technology and predictive modeling but still make pricing and most business decisions out of "instinct". In a data-poor enviroment this solution makes sense, but in a data-rich environment it does not. The bottom line is that it takes change management to make decisions incorporating predictive modeling into the business model.

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http://www.destinationcrm.com/articles/default.asp?ArticleID=6143&TopicID=9