B2B Pricing Consulting and Strategy Services

Our Approach to B2B Pricing

With the right B2B pricing strategies, companies align prices more closely with willingness to pay, generating value that otherwise would go untapped. And they adjust pricing—continually—in response to changes in markets and customer needs. Our B2B pricing consulting experts help companies deliver quick wins that fund the journey while building the capabilities that let them do even more—and keep on doing it. Our B2B pricing work is built upon three pillars.

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B2B Pricing Strategy

Pricing strategy needs to be clearly defined, aligned with overall business strategy, and communicated throughout the organization. We help clients define and shift their pricing models as well as identify how to leverage packaging and value-added services to extract maximum value from their offerings.

Pricing Optimization

We help our clients extract the most value from their products and services. Our offering encompasses dynamic pricing for automated and data-driven personalized price changes; value-based pricing, to align price to the perceived value of a product or service; and discount excellence, to define target discounts and manage discount levers.

Enablement

We want clients to own their B2B pricing and deliver long-lasting impact. So, a key part of our work is to define roles, governance, and organization—and make it all stick through robust change management. It’s not enough to simply set a price. You need confidence in your pricing and a test-and-learn culture where you move quickly from idea to pilot to scale.

Our Client’s Success in B2B Pricing

Our B2B Pricing Tools and Solutions

Our B2B pricing consultants draw upon BCG’s global network of thought leaders—experts across industries and functions—to create the pricing strategy and the operating model that best fit a client’s needs. We also leverage some unique resources: