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Dynamic Deal Guidance
Dynamic Deal Guidance is a data-driven approach, rooted in business judgment, that allows your sales team to make profitable pricing decisions quickly, confidently, and consistently.
Powered by advanced analytics and machine learning (AI/ML), and guided by business logic, our approach establishes the right price targets for your commercial teams. We have developed a best-in-class user interface and experience, based on proprietary market research, to support desired sales behaviors. Our approach is flexible and can be integrated into your existing CPQ (configure price quote) system (such as Salesforce or a pricing tool such as Pricefx). We can also deploy our proprietary deal guidance delivery tool, which can be adapted to your specific needs and workflow. We work with your commercial team from day one, to facilitate broad adoption across your sales teams and help you capture sustainable price improvement.
What to Expect
What to Expect
Collaborative development
We use focused workshops and pilot iterations support to co-create a solution that integrates seamlessly with your existing sales practices
Streamlined operations
Automated decision-making dramatically reduces the time you spend reviewing and authorizing pricing proposals
Tailored analytics
Our flexible approach matches your company’s data maturity level, generating data-backed pricing bands your people can trust
Enthusiastic adoption
Through training and change management expertise we’ll ensure your new tools and practices inspire outstanding sales behavior
Our Impact
Our Impact
200-600 bps
Margin improvement coupled with sustained improvements in your pricing capability
Client Results
A Chemical Company Captures New Pricing Opportunities
Because it primarily used manual tools such as email and spreadsheets to address its pricing strategy, a large North American chemicals company lacked an easy way to assess historical pricing patterns and benchmarks. We worked with the company to:
- Automate its processes and create a data-driven dynamic deal guidance model. We helped them create a statistical model to cluster like-for-like deals and assess deal health based on historical models.
- Deploy a best-in-class UI that will make it easier for sales team to use the guidance
- Integrate the guidance effectively into the Pricefx management and quoting system
- Collaborate with sales team to get their buy-in throughout the design phase and provide training to enable the sales organization.
The solution was warmly embraced by the sales and marketing teams, and, thanks to a smooth implementation, the company anticipates a $15-20 million EBITDA uplift from its new model.
Helping a Healthcare Company Instill Pricing Discipline
Margin leakage, highly variable deal discounting, and a weak approval process were just some of the pricing issues affecting a major healthcare distributor. We worked with them to:
- Develop a three-phase pricing transformation program that included analytics-based price guidance, a deal scoring mechanism, redesigned approval workflows, and improved governance and decision rights.
- Apply an advanced analytics approach to create margin target recommendations based on selected customer and product attributes.
- Launch a sales pilot with clear commercial targets, which ultimately created a 36-48% profit uptick potential during the next contract renewal cycles and an estimated margin improvement of about 120 bps over three years.
The company saw a 20-30 bps improvement in just the first six months, stemming from quick wins with the new approach.
A Machinery Company Says Goodbye to “Gut Feel”
A global machinery and services company with a significant business in selling parts faced more competition as that space became commoditized. Its sales reps lacked pricing guidance and defaulted to gut feeling and inconsistent market data. This resulted in high variability in pricing performance across different regions. We partnered with the company to:
- Help them achieve three goals: an improved win rate, higher margins, and systematic, consistent pricing decision-making.
- Analyze historic pricing performance and win-loss data to identify opportunities.
- Design market-relevant pricing guidelines, deal context logic, and impact on discount.
- Deploy a deal guidance tool, launch a pilot program, and provide training to pricing leaders across five regions.
The results: The company is poised to capture $25-40 million in margin uplift over three years, achieved a 95% global utilization rate with commercial teams within the first nine month, and now enjoys higher price realization with no impact on win rate.
A Chemical Company Captures New Pricing Opportunities
Because it primarily used manual tools such as email and spreadsheets to address its pricing strategy, a large North American chemicals company lacked an easy way to assess historical pricing patterns and benchmarks. We worked with the company to:
- Automate its processes and create a data-driven dynamic deal guidance model. We helped them create a statistical model to cluster like-for-like deals and assess deal health based on historical models.
- Deploy a best-in-class UI that will make it easier for sales team to use the guidance
- Integrate the guidance effectively into the Pricefx management and quoting system
- Collaborate with sales team to get their buy-in throughout the design phase and provide training to enable the sales organization.
The solution was warmly embraced by the sales and marketing teams, and, thanks to a smooth implementation, the company anticipates a $15-20 million EBITDA uplift from its new model.
Helping a Healthcare Company Instill Pricing Discipline
Margin leakage, highly variable deal discounting, and a weak approval process were just some of the pricing issues affecting a major healthcare distributor. We worked with them to:
- Develop a three-phase pricing transformation program that included analytics-based price guidance, a deal scoring mechanism, redesigned approval workflows, and improved governance and decision rights.
- Apply an advanced analytics approach to create margin target recommendations based on selected customer and product attributes.
- Launch a sales pilot with clear commercial targets, which ultimately created a 36-48% profit uptick potential during the next contract renewal cycles and an estimated margin improvement of about 120 bps over three years.
The company saw a 20-30 bps improvement in just the first six months, stemming from quick wins with the new approach.
A Machinery Company Says Goodbye to “Gut Feel”
A global machinery and services company with a significant business in selling parts faced more competition as that space became commoditized. Its sales reps lacked pricing guidance and defaulted to gut feeling and inconsistent market data. This resulted in high variability in pricing performance across different regions. We partnered with the company to:
- Help them achieve three goals: an improved win rate, higher margins, and systematic, consistent pricing decision-making.
- Analyze historic pricing performance and win-loss data to identify opportunities.
- Design market-relevant pricing guidelines, deal context logic, and impact on discount.
- Deploy a deal guidance tool, launch a pilot program, and provide training to pricing leaders across five regions.
The results: The company is poised to capture $25-40 million in margin uplift over three years, achieved a 95% global utilization rate with commercial teams within the first nine month, and now enjoys higher price realization with no impact on win rate.
A Closer Look
Insights
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