Medtech Firm Curbs Overdiscounting to Recoup 300 BPS

Innovative healthcare company with market-leading products for early detection and intervention, with a strong position in women’s health.

“We now achieve defensible winning prices for every customer for every product” – Director of Pricing​

 

Increased market share while maintaining pricing

Challenges

  • Price transparency gave leverage to customers in negotiations and created price exposure risk
  • Existing systems only allowed for reporting on averages, overlooking key details
  • Reactionary pricing tactics resulted in extreme price variance

Solutions

  • Self-serve reporting that delivers truth on comparable peer prices, historic discounts, and margin waterfalls
  • Science-driven data and customer micro-segmentation to identify willingness-to-pay at the account level
  • Dynamic, real-time price guidance for deal reviewers

Results

  • Beat fiscal goals two years in a row
  • Recovered 300 basis points of discounting with price guidance​
  • Increased market share while maintaining pricing
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