At Stratence Partners, we don't consider Pricing as an isolated discipline to reach the Excellence maturity level.
Pricing needs to serve the company Strategy: Where to win and how to maximize win-rate, with the proper Micro-Strategies by Regions, Countries, Go-to-Markets, Segments of Products, Services. Solutions, Segments of Customers by Volume, Profit, Portfolio, Loyalty, Willingness to Pay …
Then, Pricing is about to develop the right capabilities to transform the Strategy into pricing rules and conditions: Reference/List Price by Market Value, Discounts & Rebates for Consistency, Fairness and Efficiency, optimizing with Elasticity, Slopes and Competitive Premium to Value-Solutions Mapping.
Finally, we need to transfer all the intelligence that has been developed to the commercial people with optimized sales scenarios for win-win negotiations (Contracts, Distribution, eCom, Tenders), partnering and integrating first line for Value Selling and Market Intelligence, Continuous Improvement