Products & Services

Pricing Strategy » Sales Force and Pricing Discretion

There are several problems that clients face when account managers are able to offer discretionary prices:

• Misuse of discretionary prices
• Incentives are misaligned 

Quantium brings a range of experience in creating solutions to these problems, including creating solutions that:

• Translate the new pricing capabilities into prices for each of their customers and prospects
• Provide a recommended selling price for each deal based on a sophisticated pricing engine designed by Quantium
• Vary incentives depending on pricing effectiveness which is transparent as they price each deal
• Allow account managers to manually change prices, but now requiring approval

As an example, our client had a sales force with a large amount of pricing discretion. This resulted in large discounts being offered to clients who had only a small business relationship and small discounts for some very large clients.

After the implementation of a pricing system, the resulting discounts were much more aligned with the company’s objectives.