Case Study
Ensuring stakeholder acceptance when implementing data-driven pricing approaches
Discover how we helped our client unlock better growth.
Opportunity/Issue
A global chemical commodity company specializing in silicon compounds approached our experts.
They were looking to introduce dynamic pricing to better capture market opportunity.
A complicated value chain for silicon compounds and a reliance on ‘gut-based’ pricing by many in the organization were holding the company back from capturing more value and maximizing operational efficiency.
Approach/Solution
Our team built three engines that were intertwined: Forecasting, Rules, and Dynamic.
For each engine, we delivered tools to support their running, maintaining, and updating, enabling the client to grow margins and optimize operations.
These included:
- A dashboard to visualize forecasted and suggested prices
- Excel-based raw data template for inputs of the three engines
- How to guide documents & videos
Stakeholder acceptance was key to this process. To support this, we conducted thorough knowledge transfer and training for the client team via workshops and training sessions.
Outcome/Result
Historically, our client’s price points have been lower than the market index for the last four years.
Introducing the new pricing engines, and accompanying materials results in a revenue uplift of 7–8% for our client, meaning they beat the market index by five basis points.
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