Our channel strategy and net price optimization offering is focused on balancing price alignment between customers to prevent channel conflicts and grey market flows while supporting differences that reflect channel contribution and differentiating price associated with buying power.

Your current net pricing position may have evolved over many years, influenced by individual customer negotiations and decisions made over a long history. This often results in a complex situation of millions of potential market price points that result in channel conflicts and lost margins.

Our seasoned pricing strategy consultants employ a time-tested methodology to re-evaluate these decisions, drive transformational change that both rectifies problems and creates guidance, create process controls, and establish KPIs to monitor and control the process over time. Our proven Channel Strategy and Net Price Optimization process includes:

• Current State Assessment
• Customer Segmentation
• Channel Sell-Out Research
• Grey Market Risk Analysis
• Price Control Strategies
• Scenario Modeling and Net Price Optimization
• Communication & Execution Plan
• Sustainability Design & Implementation

Most companies selling through channel partners have a mix of expectations for their channel and have established terms and conditions over time to influence the way they do business – to either support the customer or to make the supply chain more efficient. Many companies have not changed these terms over the years, leading to stagnant performance where these money flows become entitlements rather than incentives.

Periodic review and redesign of your incentives is necessary to adapt to a changing market and supply chain environment. Our proven methodology to evaluate and redesign incentives consists of the following activities:

• Assess Current Terms
• Determine Strategic Goals
• Identify the Right Metrics and Rewards
• Design New Terms and Model Impact on Client and Customers
• Socialize with Stakeholders and Customers
• Implement New Terms

Negotiating with customers is difficult. Salespeople are driven to close the deal and generate revenue, while procurers are focused on getting the best price. To prevent margin erosion, you need to arm your sales team with the appropriate tools and escalate deals as appropriate to people with profit and loss responsibilities to drive more profit margin.

Our experienced pricing strategy consultants help you optimize your quoting and deal management processes via support for the following:

• Analyze Deal History
• Customer Lifetime Value Analysis
• Value Product Differentiators
• Monetize Value of Related Services
• Design Deal Grading System and KPIs
• Establish Escalation & Periodic Review Processes
• Train Sales Force and other Stakeholders

Companies often don’t have a clear idea of what they are spending on promotions or how effective these promotions are at driving incremental profit and sustainable growth. In addition, poor coordination between marketing, supply chain, and operations often leads to less-than-desirable business results. There’s a heavy use of push promotions designed to meet short-term revenue goals that often just move demand to different time periods at lower profit margins.

Our pricing strategy consultants have developed a comprehensive data-driven methodology to help improve promotion spending effectiveness and efficiency. This process entails the following:

• Collect, summarize, and analyze current promotion spend
• Segment promotions and determine their objectives
• Evaluate recent historical promotions
• Identify success vs. failure traits & attributes
• Develop rulebook and processes to structure and evaluate future
• promotions, including KPIs
• Support pilot of promotion process including the tracking of results
• Train stakeholders on new processes and rulebook usage

Implement a new customer loyalty program or optimize your existing programs. We help companies streamline and optimize their customer loyalty programs to influence the right customer behavior. Our experienced pricing strategy consultants possess deep industry expertise, helping you develop bespoke programs that resonate with your customer and drive results. Our proven methodology includes:

• Stakeholder Interviews
• Customer Interviews
• Analyze current loyalty programs
• Customer segmentation
• Program Design
• Scenario Modeling and Recommendations
• Implementation and Communication Plan

Our team of pricing strategy consultants is deeply familiar with all the major revenue management software packages, including Syncron, Zilliant, PTC Servigistics, Vendavo, Pros, Price FX, Vistaar, and others. Many of these solutions evolved in different industries and have strengths suited for that industry and gaps for other business models.

We help clients make sense of the multitude of options to make a better-educated decision. Our holistic approach to revenue management software selection involves these steps:

• Define Requirements
• Prepare RFP
• Identify Potential Vendors & Coordinate Vendor Communication.
• Review, Analyze, & Score Vendor Proposals
• Vendor Demonstration Facilitation
• Finalize Recommendation

Drawing from 30+ years of price consulting experience, we have modified legacy pricing software for clients, built stand-alone applications, and implemented off-the-shelf software tools. We are familiar with all the off-the-shelf solutions, including Syncron, Zilliant, Pros, PTC Servigistics, Vendavo, PriceFX, etc. We are preferred implementation partners for Syncron and Zilliant, with teams fully knowledgeable and experienced with implementation.

For every project, we always complete a reprice in the targeted area within the software as a mechanism to fully test out the configuration and harvest immediate value for you.