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Celerity℠
Targeted pricing improvements that help midmarket B2B companies quickly boost margins.
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How Celerity Helps B2B Midmarket Companies
How Celerity Helps B2B Midmarket Companies
Celerity has been developed to quickly and effectively address a variety of pricing pain points.
Diagnostics
Not sure about the sources of pricing leakage? Uncertain about the benefits, or timing, of improved pricing? Celerity quantifies the opportunity and offers an actionable roadmap.
Strategy
Worried that your pricing architecture doesn't match your segments, offer design, or how customers actually buy? Celerity supports a pricing architecture grounded in market intelligence and operational constraints.
Price-setting
Unsure of the pricing power in your portfolio, how to price new products/services, or how to pass on tariff costs? Now you can determine optimal prices and changes based on quantified pricing power.
Price-getting
Beset by inconsistent discounting, unclear authorization processes, or complex contract terms? Now you can identify optimal discount levels and implement guardrails to ensure compliance.
AI and automation
Struggling to embed pricing changes into your workflows? Hamstrung by a manual deals desk or suboptimal configure, price, quote (CPQ) and order management processes? Celerity supports systems and workflows that make pricing priorities stick.
Sales enablement
Need a consistent way to help reps defend prices? Celerity equips your sales teams with the playbooks, collateral, and training they need to succeed in the field.
What to Expect
Faster insights
Our industry-leading AI-powered analytics tools enable us to deliver superior results faster than conventional solutions.
The right focus
Celerity tackles a specific set of pricing questions with a targeted, customer-back approach that yields actionable recommendations.
Lasting impact
Celerity also delivers what other firms don’t: hands-on training, system improvements, and process changes that make the changes stick.
Client Results
Pricing Diagnostic Uncovers a $30M Margin Opportunity
The Challenge:
- Declining growth led to pressure to improve price realization
- Price increases often diluted due to inconsistent discounting and fragmented systems
What Celerity Delivered:
- Pricing diagnostic spanning willingness to pay, competitor positioning, and historical price realization
- Customer and market research with survey and in-depth interviews
- Data-backed pricing recommendations expected to deliver $30M in margin uplift ($15M from surgical price increases, $15–20M from refining discount guardrails)
- Actionable capability roadmap addressing identified gaps in governance, sales adoption, and systems
$30M+
Margin upside
15+
Customer and market participant interviews
4 weeks
From kick-off to recommendation and implementation roadmap
AI Deal Guidance Reveals $60M EBITDA Opportunity
The Challenge:
- Margin erosion and slowing demand pressured pricing decisions
- Inconsistent customer-by-customer negotiations with limited analytics and low sales empowerment
What Celerity Delivered:
- Deal guidance powered by machine learning using transactional analysis and key pricing drivers to cluster like-for-like deals
- PowerBI quoting tool with price corridors, approvals, and dashboards for sales and marketing
- Sales pilot launched following 26+ frontline workshops and leadership sessions to build alignment and drive adoption
$60M
EBITDA uplift uncovered
16 weeks
From project launch to pilot kick-off
Building Products Company Identifies >$60M EBITDA Uplift from Pricing Diagnostic
The Challenge:
- Slowing demand and margin squeeze from costs outpacing realized pricing
- Dealer economics constrained by two-step distribution, with opportunity to shift to direct sales
What Celerity Delivered:
- Price setting and channel pricing assessment, isolating cost-price lag and premium mix erosion
- Analysis of price increase effectiveness opportunity and identification of drivers of channel arbitrage
- Pricing structure redesign to improve premium mix and channel route-to-market optimization
- EBITDA uplift quantified across three levers: cost pass-through, pricing architecture redesign, and channel route-to-market optimization
- Prioritized implementation roadmap sequencing near-term price actions and longer-term go-to-market shifts to direct sales
>$60 M
EBITDA uplift opportunity uncovered
5 weeks
From project launch to implementation roadmap
A Software Company Unlocks a 20%+ Revenue Uplift Through Pricing and Packaging
The Challenge:
- Line-of-business specific go-to-market approach in tension with platform aspirations
- Non-standard secondary price meter causing sales friction
- New pricing model needed for impending sales kick-off
What Celerity Delivered:
- New pricing architecture with revised meters and price levels to better differentiate customer segments, expected to drive 20%+ incremental revenue growth at constant gross margins
- Prioritized customers for migration and retention based on attrition risk, enabling sales reps to focus on the highest-value accounts
- New sales enablement approach for 150 account execs with talk tracks and objection-response guidance
20%+
Expected incremental revenue growth over 3 years
150
Account execs enabled at sales kick-off
10 weeks
From project launch to sales kick-off
Pricing Diagnostic Uncovers a $30M Margin Opportunity
The Challenge:
- Declining growth led to pressure to improve price realization
- Price increases often diluted due to inconsistent discounting and fragmented systems
What Celerity Delivered:
- Pricing diagnostic spanning willingness to pay, competitor positioning, and historical price realization
- Customer and market research with survey and in-depth interviews
- Data-backed pricing recommendations expected to deliver $30M in margin uplift ($15M from surgical price increases, $15–20M from refining discount guardrails)
- Actionable capability roadmap addressing identified gaps in governance, sales adoption, and systems
$30M+
Margin upside
15+
Customer and market participant interviews
4 weeks
From kick-off to recommendation and implementation roadmap
AI Deal Guidance Reveals $60M EBITDA Opportunity
The Challenge:
- Margin erosion and slowing demand pressured pricing decisions
- Inconsistent customer-by-customer negotiations with limited analytics and low sales empowerment
What Celerity Delivered:
- Deal guidance powered by machine learning using transactional analysis and key pricing drivers to cluster like-for-like deals
- PowerBI quoting tool with price corridors, approvals, and dashboards for sales and marketing
- Sales pilot launched following 26+ frontline workshops and leadership sessions to build alignment and drive adoption
$60M
EBITDA uplift uncovered
16 weeks
From project launch to pilot kick-off
Building Products Company Identifies >$60M EBITDA Uplift from Pricing Diagnostic
The Challenge:
- Slowing demand and margin squeeze from costs outpacing realized pricing
- Dealer economics constrained by two-step distribution, with opportunity to shift to direct sales
What Celerity Delivered:
- Price setting and channel pricing assessment, isolating cost-price lag and premium mix erosion
- Analysis of price increase effectiveness opportunity and identification of drivers of channel arbitrage
- Pricing structure redesign to improve premium mix and channel route-to-market optimization
- EBITDA uplift quantified across three levers: cost pass-through, pricing architecture redesign, and channel route-to-market optimization
- Prioritized implementation roadmap sequencing near-term price actions and longer-term go-to-market shifts to direct sales
>$60 M
EBITDA uplift opportunity uncovered
5 weeks
From project launch to implementation roadmap
A Software Company Unlocks a 20%+ Revenue Uplift Through Pricing and Packaging
The Challenge:
- Line-of-business specific go-to-market approach in tension with platform aspirations
- Non-standard secondary price meter causing sales friction
- New pricing model needed for impending sales kick-off
What Celerity Delivered:
- New pricing architecture with revised meters and price levels to better differentiate customer segments, expected to drive 20%+ incremental revenue growth at constant gross margins
- Prioritized customers for migration and retention based on attrition risk, enabling sales reps to focus on the highest-value accounts
- New sales enablement approach for 150 account execs with talk tracks and objection-response guidance
20%+
Expected incremental revenue growth over 3 years
150
Account execs enabled at sales kick-off
10 weeks
From project launch to sales kick-off
A Computer Company Pursues a 15% Aggregate Price Increase
The Challenge:
- Years of ad hoc governance led to inconsistent pricing across products and customers
- Misalignment across sales and leadership on whether prices were too high or too low
What Celerity Delivered:
- Objective, third-party pricing power diagnostic based on 40+ market interviews
- Recommendation to raise prices ~15% in aggregate based on latent pricing power quantification
- Data-backed guidance on how to deploy price changes, i.e., by customer type, product, tier, etc.
15%
Recommended aggregate price increase
40+
Customer and market participant interviews
3 weeks
From kick-off to final recommendation and deployment guidance
