INSIGHTS
This is where strategy meets execution. Concise, actionable cases and conversations for leaders looking to improve pricing performance, boost profitability, and scale sustainably. Whether you're navigating cost volatility, launching a new pricing model, or trying to drive better deal discipline, you’ll find ideas worth implementing here.
Leveraging AI in Pricing
Artificial Intelligence is reshaping the way companies manage pricing — yet most organizations still struggle to unlock its full potential.
If you’re a pricing leader, revenue manager, or executive exploring how AI can elevate your pricing maturity, this session distilled what truly matters.
Pricing Isn’t Rational—And That’s Exactly Why It Works
In pricing, logic isn’t king, perception is. This might sound provocative, even heretical, to the spreadsheet-centric mindset still dominant in many pricing and commercial teams. But decades of behavioral science—and the latest success stories from global retail and manufacturing leaders—reveal the same truth…
Pricing Transformation Is a Confidence Game
Twelve years after Stefan completed his PhD analyzing pricing maturity across thousands of companies, the same structural dysfunctions persist. Most firms are still stuck in cost-plus thinking, lack coherent pricing governance, and fail to organize pricing as a strategic function.
Why?
Why Is the Pricing Function Still Undervalued?
In the world of business, pricing should be a key strategic lever. Yet in many organizations, it remains an underfunded, under-recognized function, seen as a cost center, not a growth engine.
Why is that still the case in 2025, despite decades of evidence showing pricing’s disproportionate impact on profitability?
AI in Pricing: Hard Truths from the Trenches
Our 4th Pricing Gym session brought together seasoned leaders from construction, healthcare, tech, and B2B services to tackle a question that's keeping pricing professionals up at night: Is AI genuinely transforming pricing, or are we just putting lipstick on analytics pigs?
What emerged was a fascinating blend of war stories from the trenches and fresh insights that challenged conventional wisdom. Here's what we learned and what two decades of pricing experience tell me about where this is all heading…
The Great Discounting Debate
The discussion was intense. Pricing leaders from manufacturing, SaaS, infrastructure, and consulting gathered for our latest Pricing Gym session to tackle a deceptively simple—but deeply complex—question:
Should sales teams have the flexibility to discount?
HOW TO Stop Leaving Money on the Table
Most companies underprice their products. Why? Because they set prices based on costs, not on the value customers actually receive.
Ready to raise the bar?
Join our next Pricing Gym, where professionals and industry experts unpack real pricing challenges and share proven strategies you can apply today.