A leading Financial Market Infrastructure provider aimed to strengthen its pricing function to meet growing business demands.
Our client, a leading Financial Market Infrastructure provider with $2 billion in annual revenue, aimed to strengthen its pricing function to meet growing business demands. While it had a pricing team, it lacked a clear mandate and did not have an optimal structure or sufficient resources to operate at scale.
The client wanted to make the pricing team more effective by creating a strategic, long-term revenue management operating model that fits the company’s desired target operating model (TOM).
We implemented an overarching pricing function, restructured the team, and built the necessary capabilities to support strategic decision-making.
During our collaboration, we implemented an overarching pricing function, restructured the team, and built the necessary capabilities to support strategic decision-making. To do this, we followed four steps:
1. Aligned on approach and mission
2. Established a comprehensive pricing framework and policy
3. Transitioned to strategic pricing
4. Built future-ready competencies
We started by defining a clearer mission for the pricing function, positioning it as a center of "thought leadership" within the organization. This redefined mission emphasized the need for the Pricing Center of Excellence (CoE) to drive strategic decision-making and deliver long-term value rather than simple tactical measures.
A new and comprehensive pricing framework with long-term goals and clearly defined ownership of core processes helped bring consistency and transparency across the organization. These guidelines enabled a unified, globally aligned pricing approach.
We recommended more senior leadership roles and team expansion to transition from ad-hoc price management to a strategic pricing TOM. Finally, we outlined a roadmap to continually strengthen the team’s competencies as the organization’s scale and scope expand through 2025.
A restructured pricing function helped our client support their future growth ambitions.
Our client now has a clearly defined and strategic pricing function. This forward-looking approach ensures the pricing function remains agile, scalable, and capable of supporting the client’s growth ambitions well into the future.
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