Situation

• A $3+ B life science company faced an imperative to grow revenues
• Over-reliance on discounting by Sales to close business
• Complex product configuration
• Multiple pricing bases
• Increasing sharing of pricing information among customers

Actions Taken

• Set performance goals with executives
• Determined price management and enforcement models that fit the business
• Determined segmentation fences that explained current price levels through modeling
• Segmented customers by several fences, developed deal envelopes (guidance and controls) for each segment
• Developed a pricing strategy roll-out package for Sales and trained Price Strategy Leader

Results

• 3% increase in revenue, 8% improvement in PBT, net of account losses
• Much improved ability to manage pricing exception requests, much improved visibility into pricing