FTSE 250 B2B Components Manufacturer
Transformed global pricing capability through analytics, automation and AI-readiness.
- c. £ 3 m in pricing opportunities identified
- 5 initiatives implemented across AMERS and EMEA regions
- 4 automation use cases developed in Anaplan
The Background
A leading global manufacturer and distributor of essential industrial components, needed to improve its pricing capability to protect margins, improve internal credibility, and prepare for AI-driven transformation.
The client approached us with a broad question: “How do we do AI in our business?”
Through a discovery-led approach, we identified pricing as a high-impact area where AI and data could deliver immediate value. Their key challenges included inconsistent pricing across regions, low confidence in list prices, lack of a long-term pricing strategy, and fragmented governance.
Our Approach
We delivered a structured, end-to-end engagement across pricing strategy, analytics, automation and governance — designed to deliver quick wins and long-term value.
Strategic Foundations
- Conducted a comprehensive pricing maturity assessment
- Identified five high-impact pricing initiatives through data-led analysis
- Delivered actionable line-level insights to AMERS and EMEA sales teams, including customer-level pricing opportunities
- Developed reporting dashboards and KPIs, tracked via fortnightly steerco updates
Automation & Enablement
- Identified four automation use cases in Anaplan to improve reporting and reduce manual workload
- Optimised use of Microsoft Dynamics 365 to streamline pricing processes
- Delivered four user stories within Anaplan to enable real-time insights for sales and pricing teams
AI Readiness
- Launched a discovery phase to assess the introduction of generative AI for pricing optimisation
- Defined the business case, technical requirements, and rollout options for a future AI implementation plan
- Positioned the business to shift from static pricing to dynamic, real-time pricing models
Governance & Playbook
- Developed a global pricing playbook, including strategy, governance structures and process documentation
- Published on SharePoint for global access and consistency
- Delivered a governance review and implemented new controls to support strategic decision-making
We applied three core delivery principles:
- Self-funding focus – Prioritised initiatives that generated value to cover investment
- Early value generation – Delivered quick wins to build trust and momentum
- Scalability – Created reusable models to extend across other business units and geographies
Our embedded team included:
- A Pricing SME to validate analysis, lead opportunity identification and define the AI use case
- A Strategy & Adoption Lead to engage stakeholders, drive alignment and manage change
- A Business Analyst to translate pricing data into business action and prioritised delivery
The team worked closely with sales, commercial and global pricing stakeholders. We aligned regularly with senior leadership and the Group Executive Committee, presenting results, risks, and the forward roadmap with transparency and clarity.
The Outcome
The project delivered strategic, measurable and sustainable impact:
- £2.7m in pricing opportunities identified
- £0.5m targeted for near-term capture
- Five initiatives implemented across AMERS and EMEA regions
- Four automation use cases developed in Anaplan
- Margin protection and improvement, through more consistent and data-led pricing
- Improved credibility and trust in list prices across commercial teams
- Faster, better pricing decisions, driven by insight, KPIs and governance
- Strategic growth enablement, by shifting pricing from tactical task to strategic lever
- AI readiness, with a formal implementation roadmap to bring generative AI into future pricing operations
- Dynamic pricing tool developed, and operational at Global level, and in each Region
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