758 matching collectives
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Shinrai
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Plume créative
Peer-to-peer pricing & customer segmentation engine
This project was part of a board-level strategic roadmap initiative. It consisted of the design, implementation, and roll-out (PMO) to +15 countries of a custom data-driven B2B pricing engine integrated into Salesforce with over +1B€ annual revenue in scope.
Objectives:
Improve sales margins in a complex B2B deal-by-deal setting
Standardize pricing mechanisms across all regions and countries
Improve the effectiveness and reactivity of the local pricing teams
Activities:
User research interviews at all levels of the Sales function to discover users' pain points and map processes, and tools
Technical review of the existing initiatives/solutions throughout the whole group
Development of customer segmentation and pricing algorithms in fast iterative loops
Deploying a proof-of-concept in carefully selected pilot teams to validate and refine the approach
Design of business and technical processes and material to onboard new teams
Leading a fast, large-scale, multi-tiered roll-out process by ensuring local buy-in and adoption
Key results:
Successful roll-out to +15 countries
+1B€ annual revenue in scope