PRICING EXECUTED RIGHT: COMMERCIAL POLICY AND ORGANIZATIONAL PRICING TRANSFORMATIONS
(level 600, B2B Themed)
Wednesday Workshop #12 – October 24th
Pricing accuracy is getting the right price to the right customer at the right time. But how do successful companies execute? In Pricing Executed Right, we examine the organizational changes in structure, routines, and culture that enable a pricing transformation, resulting in commercial policy that is aligned
to strategy, executable by the organization, and profit enhancing.
In this workshop, we will identify critical commercial policy goals, waterfall
definitions, and price point setting. We will work through commercial policy elements based on requirements, process, and guidelines. Participants will see how hypothesis testing and calibration can help define successful commercial policy elements. We will introduce and show how to use deal points, which are the best approach to profit-based incentives for sales teams, and contrast them with other sales key performance indicators (KPIs). A successful pricing transformation requires an interconnected decision-management system. We conclude the workshop by demonstrating how all the parts work as one system and preparing professionals to initiate a pricing transformation at their company.