Pricing Execution

“However beautiful the strategy, you should occasionally look at the results.”
— Sir Winston Churchill

Your Opportunities

Are you facing any of these common situations? Looking for better answers to monetize more of the value you create?

  • Sales teams not fully adopting a Pricing strategy
  • Inadequate technology stymies pricing execution
  • Sales incentive plans in conflict w/ pricing strategy
  • Analytics to monitor pricing execution absent/ineffective
  • Pricing communications & training for Sales ineffective/absent
  • Pricing periodic reviews or 'monthly operating systems' ineffective
  • Use of Pricing Analytics is scattered and ineffective
  • Sales 'does their own thing' to close deals
  • Definition of KPIs and 'success' for Pricing vague or optional
  • Ownership for key Pricing actions undefined or disputed

Pricing strategy is worth little unless your pricing execution effectively implements value-based selling and acts consistent with the strategy in customer-facing actions. When the “rubber meets the road,” is what’s being communicated and sold seamlessly flowing from your strategy? Do you “inspect what you expect”? Most organizations discover the results on the ground are eroded by friction points that dilute or outright override any strategy.

EBITDA Catalyst

Results That Catalyze

Pricing Execution At Global Scale

  • Nine digit price realization gain
  • Frame potential trade-offs
  • Pricing talent up-trained and retained

Reverse Auction Pricing

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

Pricing-Led Turnaround in E-Commerce & Manufacturing

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

Tremendously successful … Completely absorbed himself In OUR BRAND

Working with Robert was an absolute pleasure and proved tremendously successful. […] He completely absorbed himself in OUR BRAND so that whatever data became relevant, was complemented with our brand values, strategy and DNA. This was more than “just” a
…

David Kahan
CEO, Americas
Birkenstock

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
Kodiak Cakes

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
Vector Solutions

Our business has never looked back since we worked on our pricing strategy with you!

We saw terrific growth not just in our revenue, but profits and quality of relationship with our clients as well. For our CPA firm, getting away from a simple hourly rate / cost of time mentality and thinking broadly about
…

Todd Hysjulien
Founder & CEO
The HW Team

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
The Judy Garland Museum

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
B'nai B'rith / Courage to Care

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
Vector Solutions

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
Virtual Radiologic

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
Klarna

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
Honeywell Home / Resideo

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
CarVal Investors

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
ADI Global

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
Smartpress.com

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
The Bernard Group

WHAT ROI CAN YOU ACHIEVE?

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Brands You Trust Have Trusted Us

honeywell
kodiak_cakes
l_catterton
rangam
BIRKENSTOCK
vector_solution
cargill
good_measure 300 x 300
providence_equity
general_mills 300 x 300
Center_Global_Enterprise
resideo
v_rad
just_food_for_food
omniconvert
parent_to_parent_usa
klarna
golden_gate_capital
judy_garland_museum
adi_global_distribution
Core_disctrict
capital_one
center_for_children_and_families
abbot
industry_safe
gocchii
sign_in_app
hw___associates
shield_co
guest_traction
everfi
hanna_anderson
office_space
hungry_root
childrens_discovery_museum
Bnai_Brith
profitable_ideas_exchange
awec
Orpheus_chamber_singers
parkway-dental
vista_equity_partners
trilogy_software
The_North-American_3Rs_Collaborative
the_bernard_group
target_solution
doolies 300 x 300
smartpress
max_my_interest
droolin_moose
citigroup
carval_investors

Recent Blog Insights

(*)Some companies referenced on this website were served by an EBITDA Catalyst precursor or by current staff of EBITDA Catalyst in an internal leadership capacity.