The Challenges We Solve Together
Most companies drown in market data but starve for market insight. You're getting competitive intel reports, customer surveys, and pricing benchmarks but can you confidently answer: Are we positioned as premium or parity? What would customers pay 20% more for? Where are we vulnerable to competitors?
We've lived through the quarterly board meetings where sponsors ask the hard questions. That's why we don't deliver 80-slide market assessments. We give you the insights that will change your commercial strategy, backed by the data that proves it.
Every PE deal starts with an ambitious 100-day plan. By day 101, reality sets in: your team is executing the old playbook, systems can't support the new pricing model, and value creation feels like vaporware.
We build pricing strategies for value creation roadmaps the same way we executed them as operators which include contingency plans, realistic timelines, and the operational rigor to actually implement. Because a beautiful strategy deck that collects dust delivers zero EBITDA improvement.
How many times have you sat in a pricing meeting where sales says one thing, finance says another, and operations has a third version of the truth? We've been in those rooms. Revenue by customer segment shouldn't require three departments arguing over Excel formulas for two weeks.
We establish a single source of truth with clean data, clear definitions, automated dashboards, so you spend time making decisions instead of reconciling spreadsheets. We work with your team work side-by-side to surface what actually drives profitability, not just what's easy to report.
Expansion into adjacent markets or new product lines is where pricing discipline falls apart. Your team defaults to "match the competition" or "cost-plus 30%" and leaves millions on the table because nobody did the foundational work to understand willingness to pay.
We've launched dozens of products across multiple exits. We know the questions that need answers before you set pricing: Who values this enough to pay? What's their alternative? How does this fit your existing portfolio without cannibalizing revenue? Where do we test before we commit?
Your best customers subsidize your worst customers, but nobody wants to admit it. And those "strategic" accounts with deep discounts? They're probably costing you margin without delivering the volume you thought they would.
We help you segment customers by actual profitability, not just revenue size, so you can build programs, policies, and communications that strengthen relationships with the customers who matter while fixing or exiting the ones who don't. Because customer loyalty means nothing if it's not profitable.
The Pricing Traps That Kill EBITDA
Strategic Mistakes (The Expensive Kind) Pricing by Cost, Not Value
You’re leaving 15-30% margin on the table because your pricing logic is “our cost + 35%” instead of “what would customers pay for this outcome?” We’ve watched companies sell $50K solutions for $28K because nobody asked what avoiding downtime is worth to the customer.
The Wrong Model for Your Business
SaaS companies doing perpetual licenses. Service businesses charging by the hour when they should charge for outcomes. Manufacturers using list prices in an industry where everything is negotiated. Your pricing model should match how customers buy and how you deliver value, not what’s easiest to administer.
Treating All Customers the Same
Your highest-margin customers subsidize your lowest-margin customers because you’re too afraid to differentiate pricing. We help you segment by willingness to pay and cost to serve so you can invest in relationships that drive profit, not just revenue.
Underpricing from Fear
“Our competitors are cheaper” is the most expensive excuse in business. Usually, you’re competing against the wrong competitors or selling to customers who only care about price. We help you find and win the customers who value what you actually deliver and charge accordingly.
Market & Competitive Reality Checks
Racing to the Bottom
A competitor drops prices 10%, so you match. Then they drop another 5%. Now you’re both bleeding margin and nobody’s winning except your customers. We help you compete on value, not price and exit markets where price is the only game worth playing.
Inflation Whiplash
Your costs jumped 20% but you’re terrified to pass it through because “customers will leave.” So margins erode until you’re working twice as hard for half the profit. We build pricing mechanisms that protect margin during cost volatility without triggering customer rebellion.
Channel Conflict Chaos
Your direct team undercuts distributors. Distributors undercut each other. Everyone’s confused, customers are playing you off each other, and margin is evaporating. We’ve seen this destroy otherwise healthy businesses and we know how to help you fix it.
Execution Failures (Death by a Thousand Cuts)
Pricing Complexity That Paralyzes
Fifteen price lists. Forty discount codes. Custom quotes for everything. Your sales team can’t figure out what to charge, customers can’t figure out what they’re paying, and finance can’t figure out where the margin went. Complexity is the enemy of profit.
Data Silos & Bad Forecasts
Transaction data lives in the ERP. Customer data lives in the CRM. Discount approvals live in email. Profitability lives in Excel hell. Nobody can answer “what happens if we raise prices 3%?” without three weeks of analysis. We integrate the data so you can actually use it.
Slow to React
By the time you realize market conditions changed, you’ve lost six months of margin or six months of opportunity. We build pricing processes that let you adapt in weeks, not quarters.
Discounting Run Amok
Sales reps give 20% discounts because they can. Nobody tracks why. Nobody asks if the deal would’ve closed at 10%. Your official discount policy is 5%, but your realized discount is 18%. Every point of unearned discount is pure EBITDA loss.
Internal Dysfunction (The Invisible Drag)
Sales Comp Driving the Wrong Behavior
Your sales team gets paid on revenue, not margin. Guess what behavior you get? We align incentives so reps benefit from profitable growth, not just growth.
No One Owns Pricing
Everyone touches it, nobody owns it. Pricing decisions get made in hallways and email threads, not with data and process. We help you build pricing governance that clarifies who decides what and holds them accountable.
Tribal Knowledge & Spreadsheet Purgatory
Your pricing lives in Bob’s head and seventeen Excel files across four departments. When Bob leaves, so does your pricing strategy. We document, systematize, and institutionalize so your pricing capability outlasts any individual.Pricing isn’t just a finance exercise, it’s woven into every corner of your business.
