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Pricing and revenue management

Maximize revenue opportunities and attract customers with intelligent pricing

Pricing is a key element of the customer attraction equation. In a recent PwC survey, we found that nearly 1 in 5 consumers stopped using or buying from a business in the past year due to price increases.

You can win your customers’ hearts and minds by creating real value, clearly communicating that value and exceeding expectations at a right price that feels like a great deal. But finding that right price is no easy feat. It requires digital technology that can adapt rapidly to changing environments and preferences. And value creation for your business has to be an equally important factor to consider.

 

Maximizing the price/value equation

How can pricing and revenue strategies impact your bottom line?

PwC helps companies address the entire pricing blueprint - from strategy to formulation to operations - so you can transform your pricing and revenue strategies and increase profitability.

Companies across industries struggle to get pricing right. Too high, you lose customers. Too low, you lose profit margin. PwC pricing strategists understand the delicate balance that goes into pricing decisions. We help you determine value drivers, design offer structures, establish pricing meters and execute pricing across channels. Here are some ways we help our clients:

  • Value alignment - Tightly match product attribute driven prices to end-use applications and use advanced segmentation and optimization for win/loss.
  • Quote turnaround - Improve quote effectiveness and efficiency, and ensure price discipline.
  • Pricing automation - Automate standardized, consistent and repeatable management of customer, channel partner and third party pricing.
  • Contract compliance - Monitor volume compliance and address shortfalls proactively.
  • Sales effectiveness - Automate the quote-to-contract process and implement intelligent price guidelines.

We combine advanced technology with strategic experience to help deliver the right pricing solution for your organization. Our solutions create real world results and allow companies to find a 5-10% increase in their revenue and 5-7% increase in margin. Below are examples of what we can do to help.

  • Implement a predictive and prescriptive solution that offers pricing science capabilities through advanced AI/ML capabilities to continuously learn and guide intelligent future pricing outcomes.
  • Use innovative pricing science solutions to assess robustness of pricing strategy against changes in macro / microeconomic scenarios.
  • Deliver a descriptive and diagnostic tool, such as Profit Seeker, that delivers dynamic pricing insights to guide future revenue and margin improvement decisions with interactive dashboards.

As modern trade elements grow, companies are spending significant amounts of revenue on trade. In fact, our B2C clients report spending a whopping 20-30% of their revenue on trade. With a holistic enterprise-wide planning approach, we consistently find 10-15% margin improvement opportunities simply through process improvements. Here are some ways we help our clients:

  • Performance Analyzer - A fully integrated Revenue Growth Management (RGM) and Trade Promotion Management (TPM) platform that offers meaningful insights that can lead to smarter, faster delivery and simplified operations.
  • Value capture capabilities - Identify the funds required for future investments and actively demonstrate the value achieved.
  • Sustainable capabilities - Develop future-proof pricing capabilities across various areas such as promotion planning, execution, fund management, customer planning, advanced customer scenario planning and trade promotion effectiveness.

We work with our clients on a wide range of topics, from every aspect of the pricing function. Our team’s experience spans industries, with particular focus on addressing the following areas:

  • Technology, Media, and Telecom: 
    • Offering and pricing structure
    • Deal desk structure
    • Pricing organization
    • Sales and channel incentives
    • Pricing assessments
    • Intelligent pricing
  • Financial Services:
    • Wealth Management pricing
    • B2B Pricing for Fee-Based Products
    • Deposit Pricing
  • Healthcare / Life Sciences:
    • Global pricing 
    • New launch pricing
    • GTN (Gross-to-Net) optimization and management
    • Market access
  • Consumer:
    • Navigating omnichannel shifts
    • Personalizing pricing and assortments
    • Enhancing planning capabilities

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Amit Dhir

Pricing & Sales Transformation, Partner, PwC US

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George Korizis

Customer Transformation Leader, PwC US

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