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We are:Your partner to unleash revenue growth for superior profit -
We do:
Maximise Top Line Growth Reduce Sales Inefficiencies -
What makes us unique:Top Line StrategyData Science
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
What makes us different
What makes us different
End-to-end transformation
– From strategy definition and business goals setting.
– To high stakes acceleration solutions, fully embedded in work processes.
Combining three pillars
Business strategy and processes, data and technology are built together to deliver sustainable transformation.
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.
Leadership
Dr. Manu Carricano. CEO & Founder.
BigData & Pricing Analytics
Manu combines top-level academic skills with more than 15 years
experience in Data Science & Pricing consultancy.
Director of Institute for Data-Driven and of Big Data & Analytics
Executive program at ESADE Business School.
Linkedin / mcarricano@thetoplinelab.com
Eduardo Kuehnel. Partner
Deal Management & Commercial Excellence
Eduardo has over 15 years of international experience in the areas
of pricing, business strategy and performance improvement.
His background combines leadership positions in Pricing
Consultancy companies, as well as Global Pricing Management
positions in manufacturing companies.
Linkedin / ekuehnel@thetoplinelab.com
Guillaume Tujague. Partner
Revenue Management
Guillaume is a Revenue Management expert, specialized in the travel
and online industries, in which he operated during more than 12 years.
His last position before joining The Top Line Lab was Director of
Revenue Management within a leading global On Line Travel Agency,
where he implemented a major Dynamic Pricing project.
Linkedin /gtujague@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
Job Offers
We are looking for the right candidates to cover two positions: Business Analyst & Consultant in Pricing & Revenue Management:
To apply:
If you are interested in any of these roles, then please send your CV (in english) to Natalie Sorolla Foster nsorolla@thetoplinelab.com
Business Analyst
To view the job description, please click here
Consultant in Pricing & Revenue Management
To view the job description, please click here
News
Pricing Power Paris
On April 9th we gathered with Amplegest close to 100 participants in the beautiful Automobile Club de France where our partner Manu Carricano, PhD, disclosed our brand new methodology to connect Pricing Power to Financial Performance. Contact us for more information on the methodology
In a changing world, every minute counts
Live
11 April 2018
Dynamic Pricing and Customer satisfaction
by M. Carricano - No Comment
The Top Line Lab will be presenting the keys to combine Dynamic Pricing and Customer satisfaction at the European Pricing & Commercial Excellence summit in London (April 16th to 18th). Here are some higlights, in early release, under the shape of a Q&A between Guillaume Tujague (The Top Line Lab), and Konstantin Leshchenko (IQPC): It […]
11 April 2018
The Top Line Lab keeps on growing !
by M. Carricano - No Comment
<!– wp:fl-builder/layout –><!– wp:fl-builder/layout –> <p>We have the great pleasure to announce that <a id="ember5022" tabindex="0" role="link" href="https://www.linkedin.com/in/guillaume-tujague-81962814/" data-control-name="mention">Guillaume Tujague</a> is joining The Top Line Lab as Partner, effective immediately. </p> <p>Guillaume has a great track record in Revenue Management, Dynamic Pricing and IT solutions, which he developed within major global players of the airline &amp; travel […]
14 March 2019
A Modern Pricing Manifesto
by M. Carricano - No Comment
<!– wp:fl-builder/layout –> <p>I started working in Pricing in 2000. First from an academic standpoint, where my interest was to inject Data Mining concepts into the evaluation Pricing performance in large organizations. Then quickly, the “real world” started to knock on my door and I started my first consulting engagements. What happened during these last […]
8 November 2017
Great post from Data Science Central : Price Optimisation Using Decision Tree (Regression Tree) – Machine Learning
by M. Carricano - No Comment
https://www.datasciencecentral.com/profiles/blogs/price-optimisation-using-decision-tree-regression-tree?utm_content=buffer38701&utm_medium=social&utm_source=twitter.com&utm_campaign=buffer
20 October 2017
PPS DECEMBER 17 – BARCELONA – Welcome to “Towards AI-based Pricing” Workshop !
by M. Carricano - No Comment
PRICING ON AUTOPILOT: THE OPPORTUNITIES AND THREATS OF AI FOR PRICING Attendees will learn: What can we learn from winning use cases in AI? What are the opportunities and threats of AI for Pricing? How to design, plan and execute complex analytical transformations in Pricing? Link to program: https://pricingsociety.com/workshops/accelerating-towards-ai-based-pricing/ “This will never work!” When Elon […]
18 June 2017
Pricing Power: in search for the top performers among Fortune 500
by M. Carricano - No Comment
Originally posted on October 1st, 2015 The recent economic downturn has made even more critical for investors to identify companies with durable competitive advantage and more specifically what is known as pricing power. But why (and how) do some companies outperform their direct competitors in this matter? With my colleague Vinay Kanetkar from Guelph University, […]
“Not everything that counts can be counted˝ Albert Einstein (1879-1955).
Our Address
We are based in the vibrant Barcelona
Address
Carrer de Roger de Lluria 119 (2-1) 08037
Barcelona – Spain
+ 34 935 252 464