PHASE 16: GOVERNANCE AND ORG DESIGN

Design an internal pricing organization to produce and execute upon future pricing strategies.

 

Many companies don’t have a pricing organization. Some do not yet need one. However, those who do need a robust pricing organization often arbitrarily assign pricing control to product, marketing, strategy, finance or sales. Or even worse, they split pricing control across several functions. Where pricing is placed and the resources it has will significantly impact its focus and activities. To build and execute upon pricing strategies effectively, you need to carefully consider where pricing naturally fits into the organization. This includes responsibilities, operating model, talent, skills, capabilities and processes needed to be successful.

Rapid Diagnostic

1. The CEO actively promotes a message of pricing to value.

2. The CEO is responsible for setting the overall pricing philosophy in your organization.

3. Senior executive positions involved in the pricing process.

4. There is a pricing escalation process in place based on data.

5. A broad cross-functional team is involved in pricing decision making (vs. pricing group alone).

6. The head of pricing reports to a high executive position (CXO or SVP).

7. Your pricing team is staffed enough to spend considerable time working strategically.

8. Your pricing team is empowered to drive data driven decisions.

9. Roles and responsibilities between pricing and other groups is clearly defined.

10. You have a defined talent strategy for your pricing organization.

Deliverables

• Pricing Organization Assessment

• Optimal Structure Design

• Roles and Responsibilities (RACI)

• Talent Strategy

• Governance Operating Playbook

INDUSTRY
STRATEGY AREA
CONTENT TYPE
Company Self-Evaluation Tool
August 21 2019
Company Self-Evaluation Tool
VIEW
Inside Sales Sniff-Test
August 19 2019
Inside Sales Sniff-Test
VIEW
Customer Experience Interlock Tool
August 13 2019
Customer Experience Interlock Tool
VIEW
previous
1 of 128
right
Loading...
Pricing Strategy
5 Reasons Why Your Pricing Vendor Needs Sales Expertise
Driving effective cross-functional interlocks is a best practice for B2B organizations looking to accelerate revenue growth. However, one interlock that often gets overlooked in go-to-market transformations is the relationship between Sales and Pricing. Too often, Sales views Pricing as a...
Read More
Pricing Strategy
If You Have No Problem with Generating Revenue, You May Have a Pricing Opportunity
Are you growing faster than your competitors?  Have you started the year off blowing out your plan?  If you answer yes, congrats, you have a good “problem” on your hands.   What CEO doesn’t want to grow even faster? It gets the...
Read More
Pricing Strategy
Gain a Competitive Edge Through a Successful Pricing Strategy
Do you know who your competitors are? What makes them a competitor? Why do buyers choose their product over your own? Buyer perception is everything. By understanding and influencing buyer perception, you can increase the willingness to pay and capture...
Read More
Pricing Strategy
Why Is Versioning so Important to an Effective B2B Pricing Strategy?
If you are a CFO or a PE Firm thinking about buying a company whose product has a low fixed and high variable cost (i.e., software),  this is important to you.  Why, because when you are looking at investments, price...
Read More

Stay up to date with our latest insights, benchmarks, strategies & more

CREATE AN ACCOUNT

Join our team of passionate professionals and find your full potential

ALL OPEN POSITIONS