PRICING ACTIONS TO CONSIDER 21 CONTROL DISCOUNTING Diagnosis 1. Prepare a price dispersion graph, plot the Average Contract Value to the pricing metric and look for groups overpriced or underpriced 2. Dig into the these groups and understand why the groups are priced as they are 3. Document all the reasons given for providing discounts Price WHY HIGH? WHY LOW? Volume Treatment 1. Develop discoun琀椀ng guidance and rules, including both maximum discounts and target discounts 2. Document reasons for applying discounts (implement in Ibbaka Valio, your CRM or your CPQ) 3. Support sales with tools and training to help them use value rather than discounts as a way to close deals Ibbaka’s Pricing Planning Guide & Checklist for 2024 November 2023