A leading provider of light spectrum sampling solutions had absorbed years of cost inflation without updating their pricing. With pricing historically low on the agenda, even transactional customers had seen no changes despite a shifting market landscape. A clear strategy was needed to regain control and confidence in price-setting.
Focus on maintaining concentrated key account relationships had pushed pricing down the client’s agenda in recent years. Even among more transactional customers, price updates were neglected—despite a highly inflationary backdrop. Dedicated pricing expertise was needed to address this gap, identify the right first moves, and embed a disciplined approach to pulling pricing as a lever for growth.
The project discovered 6%-12% immediate price growth in the first year post implementation. With a thorough implementation plan by customer co-developed, the client could action change almost immediately pending conversations with customers.
Pricing is often the most underutilised lever for growth. When applied systematically—even in complex and sensitive environments—its potential is transformational.
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Between 6% and 12% revenue uplift in year one through pricing and discounting action
New discounting matrix introduced, reducing discretionary discounting erosion
Increased internal ownership and pricing confidence across commercial teams
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