Restoring Control and Confidence in Pricing

A long-established B2B supplier had built up a large and inconsistent catalogue of products over many years. Each sales representative managed their own pricing, resulting in hundreds of variations for the same items across customers. 

The leadership team had no clear picture of true margins or which products and customers were driving profitability. Sales teams, meanwhile, lacked confidence in pricing — often discounting heavily just to secure orders. Product managers had no quick way to increase prices – it took weeks of work to put up prices individually. 

 

We worked across sales, product management, and IT to untangle the complexity and bring structure back to pricing. Our focus was on visibility, consistency, and empowering the sales team to make informed, confident pricing decisions supported by data — not guesswork. The focus was also to enable product managers to have more strategic control over pricing and the ability to put through price increases universally without the sales team needing to spend days and weeks doing this manually. 

 

• Consolidated product and pricing data from multiple systems and spreadsheets 

• Conducted detailed margin analysis by product, customer, and segment 

• Identified inconsistencies, low-margin products, and opportunities for price realignment 

• Created a clear pricing framework with defined guardrails and approval thresholds 

• Trained sales teams on value-based selling and how to use new pricing tools in real time 

 

Within three months: 

• Average margin improved by 6% across the product range 

• Discounting reduced by over 40%, restoring profitability discipline 

• Sales teams gained confidence and clarity in pricing decisions 

• The leadership team gained accurate, actionable insight into true profitability drivers