Pricing - Implementation
We work with our clients to ensure that pricing solutions turn into measurable economic results and a new source of competitive advantage
Value for customers
We do not limit ourselves to the design of solutions (processes and tools), as we have the experience to support our customers in all phases of the program, from design to developing skills and measuring results. We pay particular attention to the correct “engagement” of the sales force during the program because we know this is an important success factor.
Challenges
The main decisions and challenges companies need to face to improve profitability and successfully compete on the market.
Tools and systems
How can we effectively implement the tools underlying the architecture of pricing guidance systems?
How should we adapt the context (metrics, proxies on pricing decisions, incentives) to maximize results?
Context and incentives
Skills of sellers
What salesperson skills need to be developed or improved to optimize results? (e.g. pricing negotiation)
Organization
How can we ensure maximum consistency between responsibility for pricing decisions and objectives?
How we help our customers
Development of pricing skills for the sales force
Sales force pricing skills diagnostics
Pricing business rules and pricing guidelines
Training - pricing negotiation
Training - value pricing
Training - using metrics for decisions
Incentives optimization (monetary / non-monetary)
Feed-back processes
Best practices dissemination
Design of gamification processes (quarterly targets and sprints)
Sales force engagement (pricing)
In the case of mature pricing processes, we help evaluate the opportunity to adopt a dedicated pricing software
Macro - requirements and evaluation framework
Short list of suppliers and solutions
Step 1: Contact and demo 1 - (5-6 suppliers)
Step 2: Custom demo and data (3 suppliers)
Quantitative business case (ROI, VAN, payback)
Scoring and supplier selection
Pricing Software Selection
Price index reporting by seller
KPIs based on improvement objectives per vendor
Action plan on customers with high pricing deviations
Performance pricing monitoring
Expected results
Data-driven decisions
Significant reduction in sellers' discretion levels and higher quality of pricing decisions
Pricing metrics and behaviors
New pricing metrics and salesperson skills development to guide behavior and decisions in the field
Continuous improvement
Processes for the activation of corrective actions on customers and products with the greatest potential for improvement on pricing
Why Alyant
Experience in the field : our solutions are based on experience in the field and we know what are the guidelines to follow for a successful implementation phase
Lean approach : we adopt an "agile" approach and step by step to optimize payback and return on investment
Supporting technologies : we have extensive experience to support the customer in the development of solutions on ERP / CRM systems or in the use (when appropriate) of dedicated pricing software