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Federico Fabbri leads Boston Consulting Group’s Technology, Media & Telecommunications practice for the US West system, and is a leading member of the Marketing, Sales & Pricing practice. He focuses on pricing and sales transformations for technology companies, and is an expert on go-to-market topics, including pricing strategy, discount management, sales force effectiveness, revenue operations, and tech ecosystem management. During his career at BCG, he has led multiple large-scale transformations.

In his recent client work, Federico has led an ecosystem orchestration project for a leading SaaS player, redesigned sales force incentives schemes and improved the quota-setting process for a tech vendor, developed the pricing architecture and discounting approach for a leading SaaS company, and designed an ML-based discount management system for a technology products manufacturer.

AREAS OF EXPERTISE

EDUCATION

  • MBA, honors, Haas School of Business, University of California, Berkeley
  • Master’s in Communications, magna cum laude, University of Bologna

Publications and Videos

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IT Spending Pulse: As GenAI Investment Grows, Other IT Projects Get Squeezed

GenAI investment is expected to grow 30% in 2024, with ROI over the next three years likely three-times higher than companies making little such investment.
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How Price-Based Compensation Metrics Shape B2B Sales

B2B companies—especially ones in mature industries—can improve their financial and commercial performance when they incorporate the right price-based metrics into their sales incentive programs.

The Power Game: A Strategic Tug-of-War

BCG's Federico Fabbri discusses the theory and practice of playing the Power Game — and what it takes to win in today's ever-evolving market.

Your Software Customers Need a Tailored Industry Approach | Rectangle

Your Software Customers Need a Tailored Industry Approach

Rising customer expectations mean software companies are increasingly “verticalizing” their products, marketing, sales, and ecosystems—adapting them to distinct industry needs and use cases.
IT Spending Pulse #4: Buyers Are Still Spending—Cautiously | Rectangle

IT Spending Pulse #4: Buyers Are Still Spending—Cautiously

Our fourth survey reveals that IT buyers won’t stop funding long-term strategic priorities—especially digital transformation—despite some concerns about a potential downturn.
Adopting an Ecosystem-First Mindset in Software | Rectangle

Adopting an Ecosystem-First Mindset in Software

Modern partner ecosystems offer multiple advantages to software firms—but many struggle to build one. Here are five critical strategies for success.
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IT Spending Pulse #3: Expanding the Strategic Agenda

Our third survey suggests that IT buyers are moving away from investing in remote work to focus on other critical initiatives, such as risk management and digital transformation.
There's No Going Back to the Old B2B Sales Model. That’s a Good Thing.

There’s No Going Back to the Old B2B Sales Model. That’s a Good Thing.

The era of the “road warrior” sales rep is over. Companies can sell far more efficiently through a hybrid of in-person and digital interactions with customers.
Young man in glasses looking off in the distance

IT Spending Pulse #2: Buyers Are Optimistic About 2021

After a challenging year for tech vendors, our latest survey reveals a shift toward pre-pandemic IT budgets and priorities—even in some hard-hit industries.
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BCG IT Spend Pulse: How COVID-19 Is Shifting Tech Priorities

BCG’s recent survey of nearly 700 IT buyers across industries found that the dynamics of demand are evolving. Vendors must ensure that their sales tactics are suited to the new environment.
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Revving Up Go-to-Market Operations in B2B

RevOps is a high-impact way to accelerate growth and efficiency through tighter alignment of your marketing, sales, and customer success functions.
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Cloudified Pricing—Coming to an Industry Near You

In tech, cloud-like pricing is so entrenched, it’s a purchase criterion unto itself. Other industries can learn from tech’s pricing transformation.