Creating The Conditions For Success
How should we prepare for a pricing software implementation?
Your organisation is a collection of people, teams, systems and ways of working. Your new solution needs to integrate seamlessly into it all. Too often, we’ve seen businesses approach software in isolation, treating it as a ‘silver bullet’ to solve pricing challenges. But it’s only one part of the picture. To reach its potential and deliver the results you expect, your whole organisation needs to be ready for it. It needs to be the right tool, in the right conditions, used in the right way. Our PSS teams will help you by aligning and preparing your people and organisation; developing the right processes and operating models; and building the right data and systems capabilities.
Is the quality of our data sufficient for a pricing solution?
The cost of preparing our data for the solution will be too high
Data is the fuel that powers your new solution. To achieve the full value that your new solution is capable of, you may need more data than you have access to today, including accurate competitor and market data. You’ll also need to be confident that it flows through systems and processes seamlessly and automatically. Our teams will help you make sure you ‘pull in’ complete, high-quality data; turn that data into actionable information to enable your teams; and ‘push it’ to the people who need it, by integrating new software into existing systems.
What is the value we will derive from the solution?
Will I be able to see what improvements are created by better pricing versus other improvements?
How do we know that identified improvements are actually implemented?
Pricing software can help you succeed in areas from price setting to execution. As we define the strategy together, your business requirements will define which processes it influences and what we set it up to achieve. To monitor success, we’ll define the project implementation in sprints, validating each one in advance, and continually measuring success and impact as we go, before the full launch. We’ll also extend our collaboration with you beyond ‘go live’ to help measure and fine-tune the process to deliver the results you’re expecting.
How do I evolve the solution as my business changes?
As well as defining the strategy and implementing the change, our PSS teams will also help you build your capability to develop and evolve effective pricing. We’ll help you maintain momentum and sustain results, with a roadmap to reach your ‘future state’ and evolve as your business and the market changes. This includes building capabilities across your people and organisation; processes and operations; and data and systems readiness.
Our organisation is sceptic and will resist the change
As a sales leader I know that pricing from a solution is disconnected from reality
My sales team will be constrained by the solution, will it not?
How do I overcome the fact that country management often do not trust that HQ understands the local conditions?
Software only delivers if people understand it, embrace it and adopt it – and when everybody is working together. Our PSS teams bring your people along on the journey, cutting through functional silos and creating collaborative success based on shared goals and clear understanding. This includes extensive stakeholder interviews and cross-functional working groups, involving leaders and teams from across the business to make sure the solution is connected to their day-to-day reality and supports their KPIs. So your people are aligned, supportive and committed from the start.
To learn more about how Pearson Ham Group can help your business, contact one of our expert consultants.
