Revamping
the pricing strategy
of a scale-up
Our expertise: a pricing strategy for a digital platform
Revamping
the pricing strategy
of a scale-up
Our expertise: a pricing strategy for a digital platform
The
challenges
• Plug Margin Leakage : Eliminate profitability erosion caused by uncoordinated discounting practices, legacy contract terms, and unmonitored deal terms.
• Shift to Value-Based Pricing : Transition from traditional cost-plus structures to dynamic, value-based monetization models that capture true willingness-to-pay.
• Establish Pricing Governance : Empower global sales teams with standardized discounting boundaries, price-setting frameworks, and negotiation guidelines.
Our
approach
• Data Analytics & Margin Diagnostic: Deep dive into historical transactional data, discount variance across segments, and account-level margin contributions.
• Value Driver Framework & Tiering : Co-design of modular pricing tiers, value-add packaging options, and client segmentation matrices.
• Tooling & Enforced Governance : Integration of CPQ guardrails, automated discount approval workflows, and commercial negotiation playbooks.
The functional
scope
• Global Pricing Audit : Comprehensive review of contract structures, regional price variances, and commercial margins.
• Monetization & Discounting Matrix : Redesigned pricing grids, value-based feature tiers, and structured deal-desk rules.
• Execution & Analytics Roadmap : Actionable rollout plan featuring CPQ workflow setup, sales training, and real-time margin tracking dashboards.
