INEFFICIENT

You have a team manually setting prices for each market, not a system adapting to market conditions according to your strategy.

You notice most of your deals are price exceptions often going through an administrative process, not orders sold at established price levels.

You spend time internally debating the right price, not interacting with customers to uncover true market rate and willingness to pay.

YOU ARE GUT PRICING IF,

LEAVING MONEY ON THE TABLE

You know you’re leaving money on the table, not capturing all the value you know your sales reps should be.

You have pricing software where the prices are still set through user-defined rules, not through prescriptive analytics that consider your strategy, market performance, and financial objectives.

You notice customers waiting to get a quote (causing deal breakage), not quotes being fulfilled.

You price your products based solely on desired profit margin, not on market rate or customer/product demand and willingness to pay.

You pass along cost increases to your customer base evenly, not raising prices prescriptively on products and/or accounts that are low value or low margin.

You give sales reps leeway to discount price as needed to “get the deal done”, not selling on predetermined pricing levels.

EXPENSE

You have a large pricing team, not a few individuals.

You invested in CRM and BI capabilities, but still your price performance hasn't changed

LACK OF STRATEGIC ALIGNMENT / TRUST

You know your prices are “all over the place”, not consistent and in lock-step with your near and long-term strategy.

You can’t explain why the price of your products vary from deal to deal, not knowing precisely what triggers dictate different pricing levels.

You have no insight into your products’ price-performance ratio, not knowing why they’re not higher (and how to correct).