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Our Pricing and Revenue Management Services
Our B2B pricing consulting experts draw upon BCG’s global network of thought leaders to create strategies and operating models that best fit clients' needs.
Companies must match customers with the right pricing as needs evolve. BCG builds capabilities for responding with pinpoint precision.
BCG’s approach to revenue growth management enables clients to uncover valuable opportunities starting by crafting the right net revenue management strategy.
Related Services
How BCG Helps Companies Master Pricing and Revenue Management
Pricing has no textbook solution. Different companies require different pricing methods, strategies, and operating models. We bring functional expertise and cutting-edge data science to the key topics in pricing and revenue management.
- B2B pricing is all about communicating—and monetizing—the value of your offerings. Our pricing and revenue management consulting experts help companies use the right data to set the best price. Just as importantly, we help prepare the sales force.
- It’s crucial to know the end consumer: what matters to them, and what influences them to trade up or come back. We help B2C companies understand purchasing behavior and preferences—and use that insight to inform pricing.
- By combining data, AI, and automation, dynamic pricing lets companies adjust prices rapidly and manage volatility. It also enables them to set prices in hyper-personalized way, adjusting by segment or even by customer.
- A proven way to spark growth from pricing and mix rather than volume, net revenue management requires a cross-functional, analytics-heavy approach. We help companies prototype, incubate, and industrialize solutions—fast.
- Across industries, pricing strategies and models are evolving. Case in point: subscription-based services for everything from software to snow removal. Our pricing and revenue management consulting experts help companies assess new models and identify how to adjust.
- Our pricing consultants help companies apply new lenses—and frameworks—to monetize digital pricing innovation. We help companies align incentives for sales teams, leverage ecosystems, and optimize packaging, so they can capture and accelerate digital value creation.
Our Client Work in Pricing and Revenue Management
Our client, a leading provider of software as a service for enterprises, wanted to better monetize its solutions, manage discounting in a more rigorous way, and streamline its SaaS pricing processes. Our B2B pricing consulting experts reduced the number of pricing meters by 70% and replaced an outdated user-based pricing model with a two-tier transaction-based strategy that differentiated high-value offerings from high-volume offerings. We developed “better together” suites to accelerate enterprise adoption—and cross-selling. We brought advanced analytics into the discounted logic and integrated discount guidance into the client’s CPQ—configure, price, quote— system through our Pricing Catalyst solution. The result: a 10% increase in annual contract value, and a 20% improvement in deal velocity.
A leading global food and beverage enterprise wanted to unlock new value by deploying next-generation revenue growth management solutions, including partnering with a key retailer to use AI to drive value for both companies. Our revenue management consultants helped the client activate an AI-driven analytical engine, which featured automated promotion recommendations and calendars tailored to each company’s strategic and business constraints. Close collaboration and data sharing, along with savvy change management (such as training on the new ways of working that the partnership required) helped deliver impressive results—including a 3% to 5% uptick in category retail sales and an improvement in margins of 300 basis points.
Our Pricing and Revenue Management Tools and Solutions
Our pricing consulting services combine functional and industry expertise with technology, proprietary resources, new ways of working, and a relentless focus on enablement to help clients master pricing and revenue management.
BCG X
BCG X
Tool
Tool
Pricing Tools
We combine advanced pricing tools with expertise to tackle complex challenges, delivering both software and strategic insights.
Pricing Tools
Solution
Solution
Center for Customer Insights
Our experts use unique research, surveys and data to help clients understand customers and optimize pricing and revenue management.
Center for Customer Insights
Solution
Solution
Pricing Enablement Centers
Our five centers—in Atlanta, Munich, Paris, San Francisco, and Singapore—upskill client pricing teams through training and workshops.
Pricing Enablement Centers
Book
Game Changer: How Strategic Pricing Shapes Businesses, Markets, and Society
It’s time to look at pricing decisions in a new light. Game Changer: How Strategic Pricing Shapes Businesses, Markets, and Society not only exposes the flaws in current pricing models, it also explains how the right pricing strategy can change the trajectory of your business, your industry, and in many cases, society as well. A Wall Street Journal and USA Today bestselling book.
Explore Our Pricing Insights
Article
February 12, 2024
The models and applications for generative AI can unlock more of their transformative potential if their developers devise smarter pricing strategies rather than defaulting to familiar tech-industry options.
Video
June 22, 2023
Strategic Pricing Goes Way Beyond Price Points
It's about much more than the price you set for a product. BCG's Jean-Manuel Izaret explores the nature of pricing and the strategy behind it.
