For finance leaders
Margin is leaking through pricing and quoting
List price is a suggestion, approvals are a formality, and nobody can say what discounting costs you in a year.
What is usually wrong underneath
Discount leakage is rarely one bad decision. It is many small ones: an exception approved at quarter end, a bundle priced from memory, a renewal that kept a launch discount. Each is reasonable alone. Together they set your real price.
Most finance teams cannot see it, because the quote lives in one system, the approval in an inbox, and the invoice in another system. Reconciling them by hand is a project, so it happens once and goes stale.
A forced quoting migration raises the stakes. Moving quoting rules to a new system without first knowing which rules protect margin carries the leak across with them.
What we would build for this
By area of work: Pricing and quote-to-cash; Forecast, capacity, and board.
- Pricing intelligence. Price guidance built from your own transaction history.
- Discount leakage control. Realized price against list price, by segment, seller, and product.
- Quote-to-cash repair and CPQ migration. Quoting rules and approvals rebuilt, including forced moves off an ending CPQ product.
- RFP and security questionnaire engine. Answers drafted from your own approved answer library.
- Human and AI capacity planning. Quota and capacity planned for people and agents together.
The Margin Diagnostic
Every engagement starts with a fixed-price diagnostic. You keep the findings whether or not you continue.
The price is fixed per diagnostic and quoted on the first call.
What you walk away with
- Realized price against list price, by segment, seller, and product
- What your AI and revenue-tool spend returned, measured in your own systems
- The approval and quoting steps where discount leaks
- A ranked list of fixes, each with the evidence behind it
- A scoped build plan you can run with us or without us
How it works
We read quoting, discounting, billing, and tool-usage data through scoped, read-only access. We reconcile what was quoted against what was invoiced, and tie tool spend to revenue measured in your own systems.
Data access
Read-only service accounts on credentials you own. Access is time-boxed, logged, and revoked when the diagnostic ends.
Who it is for
- Finance leaders who suspect discounting is unmanaged
- Companies facing a forced CPQ migration
- Leaders whose board or sponsor wants proof of what AI spend returned
- Companies preparing for a transaction
Who it is not for
- Companies with no quoting or discounting data in a system
- Teams looking for a pricing strategy study rather than a data review
What happens after the diagnostic
Build. We build the ranked fixes inside your systems, on credentials you own. The person who runs your diagnostic leads the build.
Managed operations. If you want us to run the layer with your team, we do, under the same documentation you hold.
Migration. When a platform change is forced on you, we carry the rules that matter across and drop the ones that do not.
Ownership. You keep what we build: the data models, the workflows, and the documentation. Nothing depends on us staying.
Objections, answered
Why not a pricing consultancy?
A pricing consultancy is the right choice when the question is what your prices should be. Our question is narrower: what price are you realizing today, and where does the difference go. We answer it from your own data, and we leave you the system that keeps answering it.
We are mid-migration on quoting. Is this the wrong time?
It is a good time. A migration forces you to restate every quoting rule. Knowing which rules protect margin, and which are ignored, tells you what to carry across and what to drop.
Will my CRM's built-in AI do this soon?
Partly, yes. Native CRM agents already handle summaries, basic scoring, and standard routing well, and they will absorb more. They work on the data inside the CRM. They do not model your win history, your pricing, or the sources that live outside it. That proprietary part is the layer we build.
What do we own at the end?
Everything. The data models, the workflows, the documentation, and the credentials stay in your environment. If you stop working with us, the system keeps running.
What access do you need?
For a diagnostic, read-only service accounts on credentials you own. Access is time-boxed and logged, and you can revoke it at any moment. Write access is scoped per area of work during a build and only with your approval.
Who will do the work?
We do. The person who runs your diagnostic leads the build that follows.
What happens if you are unavailable?
You own everything we build: the data models, the workflows, the documentation, and the credentials, all in your environment. Your team or another firm can run it without us.
Terms used on this page
Start with a fixed-price diagnostic
It begins with a free 45-minute call that commits you to nothing. You leave the diagnostic with a ranked plan you can run with us or without us.