How we can help
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.
How we can help
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.
We use focused workshops and pilot iterations support to co-create a solution that integrates seamlessly with your existing sales practices
Automated decision-making dramatically reduces the time you spend reviewing and authorizing pricing proposals
Our flexible approach matches your company’s data maturity level, generating data-backed pricing bands your people can trust
Through training and change management expertise we’ll ensure your new tools and practices inspire outstanding sales behavior
Margin improvement coupled with sustained improvements in your pricing capability
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:
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.
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:
The company saw a 20-30 bps improvement in just the first six months, stemming from quick wins with the new approach.
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:
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.
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:
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.
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:
The company saw a 20-30 bps improvement in just the first six months, stemming from quick wins with the new approach.
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:
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.