Arkon GroupModuleOrganic growthPricing Excellence
You can't tell where margin is leaking.
Pricing Excellence starts from willingness-to-pay by segment, then converts it into realised margin — tier structure, discount discipline, bundle composition.
Outcome · Where margin is leaking — by lever
From realised price to target.
- +1-3 ppts margin
- Realisation gap closure across discounting, tier structure, and bundle composition.
- +10-25% realised WtP
- Closing the gap between the willingness-to-pay your highest-value segment carries and the price you currently realise.
- 4 detail canvases
- Waterfall · Discount Discipline · Tier Structure · Realisation Gaps — each lever-tagged and confidence-flagged.
Ranges illustrative — your audit returns the pricing finding specific to your business; the willingness-to-pay by segment and the calibrated price book are what activation builds.
What moves the number
Willingness-to-pay first, then four canvases.
Willingness-to-pay by segment — the first step
Weighted willingness-to-pay per value-defined segment, refined as the audit and your uploads gather signal, with the value components — functional, economic, emotional, risk-reduction — you are not charging for. This sets the upper bound every recommendation below respects.
Bidirectional pricing patterns
Both sides of the surface — over-priced commodity-adjacent SKUs that lose volume and under-priced spec-in and aftermarket SKUs that leave margin behind.
Waterfall canvas
List-to-pocket waterfall by segment and SKU class: every step where realisation drops from list, policy-driven or field-discretion.
Discount Discipline canvas
Approval-gate fire rate by deal-size band: field overrides, threshold drift, and the deals where discipline differs from policy.
Tier Structure + Realisation Gaps canvases
Tier composition against segment willingness-to-pay; gap analysis shows where bundle redesign or a tier re-cut closes a realisation gap with low volume risk.
Methodology · Calibrated price book
Bidirectional EBITDA optimisation.
- Why bidirectional, not leakage detection?
- Single-direction leakage detection misses the over-priced cases that suppress volume and the segment-mix-driven margin opportunities. Bidirectional surfaces both sides — under-priced realisation gaps AND over-priced volume drag — with EBITDA-optimal recommendations on each.
- How does willingness-to-pay bound the recommendation?
- The per-segment willingness-to-pay estimate sets the upper bound; a pricing recommendation cannot exceed it without a change in the value the segment receives. The bound is measured first, then the price book is calibrated within it.
- How is segment and realisation-gap confidence flagged?
- Each segment and each gap carries a confidence band derived from data depth — discount-data coverage, win/loss data, comparable-deal benchmarks, expert corroboration. Low-confidence gaps surface as hypotheses-to-validate, not as commitments.
See it for yours.
Five minutes, €0: your margin gap against the peer median and the best 10%, the pricing levers with calibrated € bands, and how your pricing is governed. Activation builds the calibrated price book.