Our services cover the full spectrum of Revenue Optimization

Strategy Definition

We Run:

Audit & Due diligence
Market, customer & competitive intelligence
Segmentation
Brand, portfolio & product mix strategies
Value measurement & extraction
Pricing power scenarios

Decision Making

We Support:

Product launch
Portfolio management
Price setting
Gross to Net management

Execution & Deployment

We Support:

Segmentation implementation
Pricing scenarios & simulations
Pricing & promo execution rules
Exceptions management

Dataflow & Control

We Build:

Pricing dataflow: mapping, integration and data preparation
Pricing tools: dashboards and visualization, pricing optimization software development and/or implementation
Pricing performance management: KPI definition and reporting

Organization & Governance

We Support:

Pricing governance: steering committees & RACI’s
Pricing community development: training & talent acquisition

Business Case

Expertise: what do we deliver?

Business Case 1

Top Line Optimization

Our client, a market leader in the retail sector wanted to improve its current elasticity models in order to fine-tune its pricing strategy under adverse conditions.

We implemented a new methodology, challenging internal practices, which allowed combining research driven adoption scenario with transactional data for superior business relevance. The adoption scenarios give us the needed “orthogonal” inputs and extra data points, which are not present in ticket data. The triangulation with transactions is a mandatory step to provide a stochastic optimization model that influences actual business result. After a 3-month test & control in one geography, the Board validated results: +8% top line improvement, +4% driven by price variance.

Business Case 2

Segmented Price Realization

Our client, a market leader in manufacturing, was looking for support in implementing its strategic plan for 2020 centered around profitable growth.

After an extensive audit and the co-creation of a roadmap, we identified several quick wins and executed a pilot in one major country to capture first tangible impacts. A custom pricing dashboard has been developed, providing superior pricing visibility and nudge salesforce towards targeted net price realization. On top of the economic results resulting from an improved pocket price realization, the project allowed to fine-tune and validate the data architecture, achieve a single point of truth in terms of gross margin construction, and democratize the usage of data in sales management.

Business Case 3

Improved pricing power

Our client, a global leader in medical devices, was redefining its EMEA pricing strategy in order to respond to an increased volatility. We helped delivering a data-driven methodology and tools to increase their Pricing Power in the Region. As our client had already implemented a major pricing software, we focused the project on delivering a “last mile” pricing tool that would integrate data outside the current system, and on streamlining the analysis of complex pricing data for business users among other capabilities.

We defined and forecasted pricing power scenarios, supported by the tool, to make the invisible visible for the sales reps and empower them with an agile methodology that gives them a new edge over competition and adverse market conditions.

Need a Data Driven Saas Pricing Optimization solution?

Ask us for a custom development, or a demo of PRiZ, powered by our Partner Brennus Analytics

PRiZ, Powered by our Partner Brennus Analytics

PRiZ, Powered by our Partner Brennus Analytics

Demand analysis

PRiZ understands customer behavior through the analysis of your sales data. It automatically builds customer and product segmentation to determine a price model for each segment match and calculates the right price for each offer: your customers’ willingness to pay for your products.

Offer analysis

On the other hand, PRiZ measures the willingness-to-sell by analysing available stocks, production capacity, price of raw materials, competition prices, cost variations and any other data.
It adopts the right strategy – volume or margin maximization – for each offer.

Margin optimisation

By mixing demand and offer data analysis PRiZ computes the best price for each sales deal: the one that will bring the most profitable equilibrium.
You’ll never miss a sales deal again, or at least not because of bad pricing.

Unleashing Revenue Growth for Superior Profits

The Top Line is your partner to help you unleash revenue
growth and generate superior profits

Unleashing Revenue Growth for Superior Profits

The Top Line is your partner to help you unleash revenue
growth and generate superior profits

Team

Leadership

Dr. Manu Carricano. Founder.

Dr. Manu Carricano is an executive graduate from the Massachusetts Institute of Technology (MIT) in Big Data, and received his Ph.D. from the University of Bordeaux and MSc from Kedge Business School.

He is Associate Professor of Operations, Innovation and Data Sciences at ESADE Business School.

His work encompasses a wide range of pricing related issues, has been published in international academic journals and presented at large industry and academic conferences.

He is also an expert in Big Data & Analytics and the author of the book Data Analysis with SPSS (Pearson France, 2010), as well as a mentor for ODINE, the Open Data Incubator for Europe, and StartupBootCamp Big Data & IoT. Carricano is one of the leading Pricing & Analytics educators in Europe, and has trained several thousand participants across the globe, designing popular curricula for Masters and MBA programs, as well as customized courses for multinational companies in a variety of industries.

As a consultant, Carricano has conducted projects in several industries and in numerous countries, working with leading companies such as Bayer, Becton Dickinson, General Electric, Johnson Controls, LEGO, McDonald’s, Medtronic, Michelin, PSA, among others.

Contact: mcarricano@thetoplinelab.com

Marc Dujardin. Managing Partner.

Marc Dujardin is an executive graduate from the ESCEM Business School, specialized in Marketing.

He acquired a strong sales and marketing experience within top FMCG companies, such as Mars, Lindt & Sprüngli, DE Master Blenders (now JDE) or GB Foods.

Marc managed local and global responsibilities in France, The Netherlands and Spain, where he developed robust skills in strategy, global and local brand management, insights & innovation, change management, communication platforms, business development and multicultural team leadership.

He also participated to M&A projects and to corporate spin-offs.

As a consultant Marc has participated to projects in several industries including FMCG, manufacturing and digital companies.

Contact: mdujardin@thetoplinelab.com

Our team

We have assembled a team of talents in the fields of

Data management,
cleaning and preparation

Data visualization

Data analytics
and data science

Business consultants

Our e-Book

Pricing Best Kept Secret: Optimization

 

[FORTHCOMING]

In a changing world, every minute counts

Live

“Every day we know more and we understand less˝ Albert Einstein (1879-1955) German nationalist German scientist.

Our Address

We are based in the vibrant Barcelona

Address

Passeig de Gracia 61 (3 1A) 08007 Barcelona – Spain

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