The challenge
The company had no single system of record for pricing. Price books were updated by hand, and the commercial team could not see how quote prices compared with targets across customers and products.
What was done
- Built customer and product segmentation across business units.
- Found pricing discrepancies at quote level and sized the margin at stake.
- Developed price and volume curves for the top products to set price corridors.
- Designed the process and tooling for a regular price book refresh.
The result
Pricing Intelligence found $8M of margin and gave the pricing team a repeatable way to refresh prices. The client reports a return of 12 times the cost of the deployment in year one, and rising.
Exhibits from the work
Exhibit 1Anonymized client work
Price index by customer segment and business unit
Exhibit 2Anonymized client work
Price index against volume, with dispersion zones
Exhibit 3Anonymized client work
Pricing uplift by customer, top 20 by impact
Client view
“We see Aristotle as a strategic platform for us and want to continue investing. We’ve had 12x returns already.”
VP, Pricing, $700M components manufacturer selling through distributors