Pricing As a System®
“Like a human being, a company has to have an internal communication mechanism, a ‘nervous system’, to coordinate its actions.” — Bill Gates
What Is Pricing as a System®?
Are you facing any of these common situations? Looking for better answers to monetize more of the value you create?
Pricing as a System® ensures all Pricing stakeholders act catalysts for each other’s roles, aligned in a system understood and promoted by all. As organizations grow and it becomes more and more apparent that many key stakeholders have both useful insight and strong (sometimes even combative) opinions about pricing, inflection points develop where this can be a catalyst, or a kiss of death for the effectiveness of a pricing organization. Sadly, in most pricing organizations and cultures, we find the whole is often worth less than the sum of the parts. Pricing is often reduced to silos of limited effectiveness. Each silo may perform the ABC’s of its localized tasks well, but any attempt to leverage their pricing power in coordination across the company’s functional stakeholders fails. Decisions get politicized with endless “stakeholder” cooks in the kitchen. Critical performers in the pricing org get disillusioned, act frustrated or leave, risking a spiral into outright dysfunction.
Pricing as a System® is the “operating system” you will implement when organizing, training and defining accountabilities in your Pricing organization and its workings with the rest of the company. We designed it for cyclical, iterative improvement and functional synergy. It will put you in a rarefied class of pricing performance, and make you a magnet for the kind of talent you want behind your pricing power.
Results That Catalyze
Game-Changing Strategy Shift for Sales
This is truly a game-changing strategy shift for Sales, and exactly what we have needed. We just didn’t know how to articulate it and put it in a way we can take back to the Sales teams. Charging in ways… that match the value of our incremental add to customers’ bottom line makes this a partnership that works for them every time. The results will just take care of themselves. Thank you for being the first to see this and help bring us along! Show more “Game-Changing Strategy Shift for Sales”
Drove Lift for Hundreds of Millions of Dollars
Robert’s work led to several outstanding improvements for our organization. His skills in pricing, negotiations and contracting drove lift for hundreds of millions of dollars of our business assets. Whether the market was commoditized, or required tackling novel, high-uncertainty/high-potential-profitability assets,… he would deliver the highest-impact, segmented approach to defend or expand our ROI/IRR. The decision-making was always backed with top-flight modeling or analytics, resulting in better pricing and value-harvesting. When we had to price new asset types, negotiate deals in new geographies, or hire and deploy an analytics team, he was always top of mind and often the go-to choice. Show more “Drove Lift for Hundreds of Millions of Dollars”
Finally A Highly Capable Pricing Partner!
Under very demanding circumstances, Rob led Pricing to terrific contributions to the business. Both the financial and the people results were clearly prioritized to elevate our execution capabilities to a different level. We deeply appreciated his deep expertise and unrelenting… focus on the internal credibility and stakeholder relationship-building the Pricing team needed in order to execute successfully. Finally a highly capable Pricing partner and the results we had been waiting for! Show more “Finally A Highly Capable Pricing Partner!”
Knowledge on Consumers and Pricing Strategies Is Very Evident
Robert was awesome to work with; he went the extra step and came to our museum to see all that we had to offer. His underlying knowledge on consumers and pricing strategies is very evident. We all appreciated his time… and energy spent with us. He embraced the Judy Garland guided tour, archive tour and her life story as a whole. He understands the impact and potential our museum has with the right pricing and marketing platform which will allow us to continue telling Judy’s compelling story for years to come. I would highly recommend working with Robert. Show more “Knowledge on Consumers and Pricing Strategies Is Very Evident”
Delivered Strong Price Realization
Robert provided a major boost to the global integration and financial results of our Pricing function as we partnered on several initiatives with transformational impact in our Commercial Excellence and Strategy functions. With the benefit of our partnership, we delivered… strong price realization in a highly competitive distribution industry. He invested in building relationships with key stakeholders, and getting deep into the intricacies of our Pricing strategy, segmentation, and algorithms. Robert used his deep Pricing and Analytics expertise, change management skills, and keen interest in learning our business to recommend improvements that we still benefit from today. Robert’s balanced, fact-based, analytics-supported approach, doubled by genuine interest in people at all levels, won many fans in our organization, and the credibility to move across the finish line projects that overcame budgetary and political constraints. Show more “Delivered Strong Price Realization”
Our Go-To Partners for Pricing Strategy
We developed the ideal partnership with EBITDA Catalyst who helped us monetize and improve our pricing as we grew our successful SaaS company. We brought in EBITDA Catalyst for multiple projects through various acquisitions to help successfully execute offering designs… for our new flagship platform which allowed us to migrate plans for pricing transition from multiple legacy platforms during integration. EBITDA Catalyst developed analytical tools with business insights at a level previously unavailable to us, helping to drive sales discipline and pricing execution for more value from lagging parts of our portfolio. EBITDA Catalyst became our go-to partners for Pricing strategy with multiple members of CLT. Not only did they help us deliver positive business results, they helped us shift the narrative by enhancing pricing philosophies. Some of us now use “Willingness-to-Pay” (WTP) as a part of regular vocabulary. Their passion for driving financial results, while also educating everyone at multiple levels in our company about the power of Pricing is contagious! Show more “Our Go-To Partners for Pricing Strategy”
Many “Aha!” Moments
EBITDA Catalyst helped us zero in on large opportunities to improve value delivered to our customers by sharpening our insights, segmenting our approach and driving pricing execution more consistently. We had many “Aha!” moments from the in-depth pricing analytics they… delivered, with follow-on actions improving growth and maturity of our pricing approach. Tens of millions of dollars of growth later, we still use some of the tools and processes we established together, and partner with EBITDA Catalyst for key pricing work. I was very happy to see they were genuinely keen to partner with Sales and secure insight and buy-in from Sales leadership, recognizing the unique role of Sales in positioning pricing initiatives to succeed. Well done guys! Show more “Many “Aha!” Moments”
Generously Shared Expertise
It was an absolute pleasure working with Robert. He generously shared his expertise and communicated in a clear, understandable manner. He was proactive, responsive and flexible, and overall a delight to work with!
Not a Day Goes By When I Don’t Use Something We Learned From You
Not a day goes by when I don’t use something we learned from you. The Pricing Analytics and strategic insights that EBITDA Catalyst developed for our business were so effective, we got addicted to their power. On some days, we… feel like we’re picking the competition’s pockets. Show more “Not a Day Goes By When I Don’t Use Something We Learned From You”
Drive Big-Picture Solutions That Deliver Shareholder Value
Extensive intellectual horse-power, a thought leader with the ability to lead, work within and across teams, and an ability to master extensive detail yet drive big-picture solutions that deliver shareholder value […] excellent business instincts, an unsurpassed work ethic and… a solution-oriented attitude […] worked closely with our Chief Technology Officer and our Senior Vice President of Operations, both of who give him glowing reviews […] exhibits the highest personal and professional ethical standards. Show more “Drive Big-Picture Solutions That Deliver Shareholder Value”
Multi-Pronged Performance Booster!
EBITDA Catalyst and Robert helped key parts of our business turn the corner of previous challenges and mount a strong EBITDA margin gain. The “catalyzing” insights started with confidently pointing opportunities in our pricing strategy. They provided analytical tools and visualizations that… in some cases turned into game-changers. By supporting strategy concepts with conclusive data that tipped risk-benefit analyses we needed resolved, we were able to take decisive actions. These led to clear, and in some cases unusually fast, profit and growth improvements, whether it was for an entire division, or for specific segments or accounts. We were appreciative of their attention to the human element, and noticed how vested they were in being part of something that improved not just a company, but delivered tangible sharing for our employees who powered our success. Show more “Multi-Pronged Performance Booster!”
Delivered a Lift to Our Pricing Decision-Making Process That Will Drive Both Short-Term and Long-Term Impact
EBITDA Catalyst delivered a lift to our pricing decision-making process that will drive both short-term and long-term impact at Kodiak Cakes. The facts, analysis and insights provided allowed us to quickly reach conviction and consensus in key pricing actions that… will contribute substantially to growth and profitability. They engaged and understood our business very quickly, and stepped up in close partnership with our team to support our ambitious timeline. Lastly, they illustrated and rallied us around having a “pricing culture” where we grow our capabilities and focus on pricing as a consistent toolset over time. I look forward to our continued partnership! Show more “Delivered a Lift to Our Pricing Decision-Making Process That Will Drive Both Short-Term and Long-Term Impact”