This allowed us to define four product roles with different price sensitivity levels clustered by revenue and margin goals.
From this, the team were able to define a pricing mechanism per product role, which fed into a structured, differentiated pricing approach based on customer willingness to pay.
To make implementation easier, this logic was integrated into a single pricing tool designed to be integrated into daily workflows.
A stepped implementation approach was recommended, starting with a selection of pilot product categories and reviewing the economic impact ahead of a wider roll-out.