Commercial Services Provider
How Well Do You Leverage Pricing Analytics To Sustainably Grow Profits?
Revolutionizing Pricing with Data-Driven Solutions
Empowering sales teams and unifying processes to deliver $100M in price impact.
Facing decentralized processes, inconsistent pricing, and low CRM adoption, a U.S. market leader sought to align pricing with their product and service value. INSIGHT developed a nationwide market-based pricing model, integrated it into their CRM, and provided sales teams with accessible, data-driven recommendations. In-person workshops engaged sales reps, while a custom analytics engine tracked compliance and performance. These solutions delivered $100M in price impact over four years and equipped the client to sustain success with enhanced systems and training.
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Situation
Aligning Pricing Strategy in a Complex Landscape
- Made a large investment in Salesforce.com for quoting needs, but complex pricing factors made it insufficient for their needs
- Struggling to get adoption across their sales team
- US market leader but not pricing appropriate to their product and service offerings versus the competition
- Limited price guidance, segmentation, or tools in place across nine regions
- Aggressive acquisition strategy led to decentralized processes
- Significant and unpredictable price variation
Approach
Innovative Solutions for Market-Driven Pricing
- Created nationwide rental rate pricing targets through a market-based pricing model
- Integrated the pricing model into the existing CRM, including all necessary pricing factors and better quoting recommendations, providing the sales team the ability to access data driven recommendations within their current systems and processes
- Engaged sales reps by conducting in-person pricing-focused workshops
- Generated measurement engine to track results and sales rep compliance and performance
Created a closed-loop process that recommends the right price while also tracking compliance and patterns to optimize over time
Key Takeways
A link to the calculate price using INSIGHT APIs added to Quote in Salesforce
Salesforce calls out to INSIGHT API with relevant inputs
INSIGHT services platform determines recommended price based on pricing model
Recommended price returned to Salesforce via API
Sustainable Success Through Strategic Pricing
Empowered teams and integrated analytics drive measurable impact and long-term growth.
