Pricing Expertise and Organization
In B2B, the ability to support, guide, and motivate the sales force in pricing decisions is a powerful source of competitive advantage.
Value for customers
In B2B sectors, negotiating the final price with the customer is a standard practice that directly involves the sales force. A company's ability to implement processes, systems, and expertise to guide the sales team in pricing management is essential for actively controlling pricing and profitability.
Why Alyant
In B2B sectors, negotiating the final price with the customer is a standard practice. The sales force therefore plays a key role in managing pricing and profitability. Sales representatives are the first to interact with customers, and without proper guidance and training, they risk undermining margins through excessive discounts or poor decisions.
This is why it is crucial to guide and engage them in the pricing decision-making process.
An advanced pricing model capable of managing proposed prices effectively is not enough if the final price-setting process remains overly discretionary.
We help B2B companies create a framework of processes, systems, and expertise that guides and motivates the sales force in pricing management, based on four key pillars.
These are the four essential elements to engage and lead the sales team in effective pricing management.
Challenges
The main decisions and challenges companies need to face to improve profitability and successfully compete on the market.
Pricing Guidance and Pricing Delegation
How should the system (CRM or ERP) provide guidance to the salesperson when customizing the system-proposed price levels? How can we set up an effective and fast price approval process?
What messages and skills should we provide to the sales force to enable them to effectively manage pricing decisions?
Training
Pricing Performance Management
How can we create metrics and feedback processes that not only motivate the sales force but also help them identify margin improvement areas?
Monetary / Non-Monetary Incentives
How can we ensure maximum alignment between the salesperson's expected behavior and the company's objectives regarding price and margin management?
How we help our customers
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Pricing Scoring Systems for Deals or Orders
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Approval Workflow Design and Escalation Levels
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Integration of Processes into Systems (CRM, ERP)
Pricing Guidance Design
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Development of Performance and Behavior-Driven Metrics
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Gamification Systems for Pricing
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Key Indicators (e.g., Price Index)
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Processes and Campaigns for Managing Price Increases for Existing Customers
Performance Management
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Development of Customized Content and Materials for Pricing Management, Targeted at the Sales Force and Other Relevant Functions
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Support Materials for Negotiation
Training Programs
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Review of the Incentive System (for both internal and external sales teams): Differentiated Rewards Based on Pricing Behavior
Monetary / Non-Monetary Incentives
Expected results
Control Over Manual Price Discounts
Enhanced control over the impact of manual discounts and prices set by the salesperson, leading to a reduction in margin erosion.
Reduction of Discretionary Decisions
Less discretionary pricing decisions through guidance systems and enhanced capabilities of the sales force to manage pricing decisions.
Continuous Improvement
Greater alignment with strategy and enhanced ability to adopt a continuous improvement approach to pricing and margin management.