How do you get competitive pricing and packaging information from B2B complex sales companies i.e not saas, and with components on hardware, software, business services

To be 100% honest, I only have experience in SaaS so I'm probably not the best guy to answer this question.

But I would venture a guess that win/loss could still help here. You'd be amazed at the info you could access if you have a great relationship with prospects, buyers, customers, etc.

I'd also recommend hiring third-party consultants, like GLG, to dig into this for you. They can help you get in contact (anonymously) with customers of your competitors, or your competitors themselves. It sounds like you need very specific information, so it's definitely best to get that straight from the source of the provider or receiver of goods.

Most of my experience has been with SaaS but I did work for a software company in the backup and disaster recovery space which had a hardware component as well and so did competitors. In that case, we leveraged our channel partners, who were very familiar with the industry and had previously sold competing products to get intel on what other vendors were charging. We also reached out to customers and asked about their experience with competing products and how our solution was priced comparatively.

We also leveraged industry analysts and asked them to review our pricing structure. Although analysts will not disclose the price of your competitors, they can give you an idea of whether you are pricing below, the same, or above the competition.