A 1% Net Price realization can drive, on average, an 11% improvement in Operating Profits, making Pricing the most critical business lever.

To achieve this, robust Margin Analytics & Optimization capabilities are essential.

These capabilities help control price discounts, reduce variability in margin profiles, and empower sales teams with rapid pricing insights. Using open-source tools like R and Python, along with self-serve BI tools like Tableau and Power BI, organizations can build a best-in-class Margin Analytics platform efficiently.

Discover how to build a B2B Margin Analytics & Optimization platform in Tableau, addressing key pricing and discounting challenges. Learn to identify Gross Profit drivers, coach your Sales team, and optimize discount strategies to boost Net Sales and profitability. Watch now for actionable insights and practical solutions.

A leading West Coast thrift retailer with $350M in revenue needed to optimize its promotional and marketing spending to support growth. Revology Analytics implemented comprehensive analytical models and a custom dashboard to guide strategic couponing and promotional bundling. This approach identified $80M in growth opportunities and reallocated marketing budgets for enhanced effectiveness, positioning the retailer for sustained growth.

AI and ML have been reshaping industries, and Sales and Marketing Executives stand at a pivotal crossroads as capabilities from leading tech platforms accelerate.

The key to a competitive edge and increased profitability is leveraging popular tech stacks like Microsoft and Google. However, navigating through an oversaturated market of ~ 10,000 "turnkey" software products for Sales & Marketing Enablement is daunting.

Enter In-Sourcing, the strategic approach that elevates your company's analytics maturity, using popular tools like Microsoft's Power Platform and Azure or Google Cloud AI. In-sourcing your Revenue Growth Analytics capabilities highlights the transformation from vendor-reliance to an empowered, insights-driven organization, offering a path for executives to transform their companies to truly data and insights-driven.

This case study explores how a prominent med-tech company revolutionized its margin management by developing an in-house Dynamic B2B Margin Analytics Platform. Faced with challenges such as limited visibility into pricing and margin drivers and inconsistent discounting practices, the company recognized the need for advanced pricing analytics capabilities. Partnering with Revology Analytics, they embarked on a strategic journey to enhance their pricing analytical acumen, aiming to improve net price realization and address revenue leakages. The case details the transformative impact of this initiative, demonstrating the effectiveness of co-creating an in-sourced solution with internal stakeholders, using an existing tech stack like Tableau for powerful visualization and scenario analysis capabilities.

In this case study, we explore how a $1.5B privately-held Consumer Packaged Goods manufacturer successfully navigated the challenges of a competitive market. Facing declining market share and profitability, the company struggled with ineffective promotional strategies, leading to eroded gross margins in the face of increased promotional spending. The company collaborated with Revology Analytics to develop the Promotion Effectiveness and Optimization platform using the client's existing tech stack. This included the development of a Pricing & Promotions data warehouse in Azure and Diagnostic and Predictive Analytics capabilities for Pricing & Promotions using Tableau and R. The case study offers valuable insights into overcoming obstacles in planning and profitability, showcasing the significant improvements in retail buyer engagement, gross profit, promotional ROI, and market share.

Companies are in the business of making money, and most often, they care about maximizing their Revenues, Gross Profit, and Operating Income. One of the biggest challenges Finance and Revenue Management teams face is the ability to systematically diagnose the drivers of fundamental business performance changes near real-time.

The price-cost-volume-mix analysis, sometimes known as Revenue or Gross Profit Growth Deep Dive, helps you understand the relevant components that drove your revenue, gross Profit, or other critical financial changes from one period to the next (or for actuals vs. budget).

This short video will show you a simple Gross Profit Growth Deep Dive built on customer transactional data.

This week, I wanted to show you another simple yet effective revenue analytics technique to steer sales behavior in the right direction and drive Gross Profits. Part 2: Discount Curve Analysis

Did you know that most promotional investments by Manufacturers are a negative ROI investment, and each 1% improvement in Promo ROI can be a massive benefit to your Operating Profit?

Many mid-market manufacturing CFOs, CMOs, Pricing, and Sales executives are struggling with Promotional spending outpacing Profit growth, leading to unnecessary profit erosion.

Fortunately, most companies have the proper data assets to build sophisticated and actionable Promotion Effectiveness & Optimization solutions in-house, using methods and technologies they are already familiar with.

If you've always wanted to know how to build robust Pricing & Promotion Analytics capabilities organically and quickly (in ~ 4 months), please read this detailed Case Study that walks you through the critical steps with concrete examples.

Part 1: Using Gross Margin % vs. Net Sales Customer Matrix to segment customers into actionable Sales & Pricing performance clusters.

Commercial Analytics, aimed at improving Gross Profits and Sales Productivity, doesn't have to be complex to drive the proper outcomes with Pricing and Sales teams.

𝐒𝐚𝐥𝐞𝐬 & 𝐃𝐢𝐬𝐜𝐨𝐮𝐧𝐭𝐢𝐧𝐠 𝐒𝐭𝐚𝐜𝐤 𝐑𝐚𝐧𝐤𝐢𝐧𝐠 is another simple yet effective Revenue Analytics technique to steer Sales behavior in the right direction and drive incremental Net Sales (and Gross Profits).

This week, we'll dive into another foundational but influential Margin Analytics technique, the Gross Profit Growth Decomposition using raw Transactional Data.

A brief example of how visual analytics using Sales & Pricing metrics can be powerful in driving real, measurable change for your company.

Many middle-market companies are struggling to do action-oriented Commercial Analytics on a real-time basis. Understanding Sales, Pricing, and Margin performance vs. corporate objectives and strategies, along with proactively identifying and quantifying quick wins for improvement, is often a multi-day reactive, knee-jerk exercise. Pricing, Finance, and Commercial leaders are reticent to invest $MMs in turnkey price analytics solutions given high costs and long lead times – not to mention lack of flexibility and adoption issues that often yield a suboptimal return on investment.

Fortunately, you can do most of the above quickly, effectively (and cheaply!) using popular self-serve BI solutions like Tableau or Power BI.

The Apple Mobility index, published from January 13, 2020 to April 13, 2022, tracked the relative volume of map direction requests for various cities, regions and countries as people were driving, walking or taking public transportation to places.
As the US went into a lockdown in early 2020, key retail segments suffered tremendously, but with many recovering and accelerating their performance thanks to stimulus checks and the pent-up need for consumers to be out & about again.