As a result, many pricing transformations, even at organizations that are willing to invest in technology, fail.
However, inexperience and bias can lead organizations to give too little consideration to tech tools, to overemphasize tools rather than examine their actual needs and processes, or to cobble together ad hoc tools that don’t work together smoothly. Our experience shows that such transformations, when done well, can enhance pricing to generate two to seven percentage points of sustained margin improvement with initial benefits in as little as three to six months.ĭigitally enabled pricing transformations hinge on new technology tools, and B2B companies are increasingly adopting approaches such as end-to-end price optimization and management, configure-price-quote (CPQ) applications, and business intelligence (BI) packages. Indeed, pricing excellence in B2B settings-setting the right prices, and ensuring the right price is paid in each transaction-is driven by precision, attention to detail, and agility, all of which digital pricing transformations facilitate. Many companies launch pricing transformations as a way to create value quickly and sustainably.
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