How a global information services company drove 3-8% revenue uplift with an optimized pricing strategy

How a business information service increased revenue by optimizing pricing across regions whilst standardizing governance globally. 

The challenge

A global leader in business information services faced growing complexity across its B2B sales organization. With an extensive portfolio of subscription-based information and analytics products, the company lacked a pricing strategy that reflected local need, and a consistent approach to discounting, governance, and sales incentives across regions and teams. Sales practices varied significantly by market and individual salesperson, with limited clarity around roles and responsibilities in the deal execution and approval process. This reduced visibility and control, creating inconsistencies in customer terms and limiting the organization's ability to drive a standardized, data-driven approach to pricing and commercial decision-making.

The solution

We partnered with the company to conduct a detailed global assessment of customer insights, pricing and sales behaviors.

After a deep analysis of sales and subscription data, we identified significant variations across regions and customer accounts in discounting strategies, payment terms, and deal structures. In some cases, customers within the same organization were operating under entirely different pricing arrangements depending on geography.

Moving forward, it was important to support a more consistent and controlled commercial model. We recommended a recalibrated pricing structure across regions to better reflect market variances, whilst defining an aligned and consistent governance structure around discounting parameters. Also needed was greater standardization across sales processes and incentive models.

Our approach combined quantitative and qualitative analysis, including market research, customer interviews, and pricing sensitivity modelling. This allowed the organization to better understand how customers evaluated product features and pricing. It also showed how changes in commercial strategy could impact demand, market share, and customer preferences.

The results

The company now operates with targeted pricing across regions alongside a standardized and globally aligned deal governance model, identifying between 3-8% annual revenue uplift. Stronger governance around pricing and discounting has increased consistency in customer offers while enabling tighter control over commercial decision-making.

From these changes, the organization is better positioned to optimize sales strategies and improve operational efficiency. This will drive more sustainable long-term value across its global B2B business.