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®?

Simply put, Pricing as a System® is the organizational development, training and transformation work we provide to help you ensure that the elements of your Pricing function inform, reinforce, compound and evolve each other’s impact over time.

Your Opportunities

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

Reverse Auction Pricing Re-Tooling in Manufacturing

  • Double-digit growth in key account share
  • Double-digit profit margin gain
  • “Picking competition’s pockets” (the legal kind)

Pricing Execution At Global Scale

  • Nine-digit price realization gain
  • Improved Pricing as a System® performance
  • Pricing talent up-trained and retained

Pricing-Led Turnaround in E-Commerce & Manufacturing

  • Double-digit EBITDA margin turnaround
  • Record overall revenue
  • 25%+ increase in AOV


Client Voices

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

Tobias Teuber
EVP - Europe

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,

Gregg Haugen
Senior Partner

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

AJ Smith
General Manager

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

Janie Heitz
Executive Director

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

Stuart Tisdale
EVP, Head of Strategy

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

Tammy Daigle
SVP, Product & Customer Operations

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

Dave Brown
EVP, Head of Sales

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!

Natalie Pryles
Project Director

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

Matt Hanson
President

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

Pat Basu
Chief Operating & Chief Medical Officer

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

Philip Hazel
Founder & CEO

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

Cameron Smith
President

What Does "Serious ROI" Look Like?