Guides · Pricing & Revenue
Price what you deliver, then grow what pays.
Find where margin leaks between list price and cash, spend commercial effort on the customers and segments that pay back, and forecast revenue before you plan to grow it.
17 guides · 2 free calculators · 2 templates
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Pricing
Price increases, discount governance, packaging, and the waterfall from list to pocket price. Every worked example is labelled illustrative, and every formula is shown in full.
Guides and Templates
Method, formulas, and templates, each focused on one decision.
Price Increase Playbook
A price increase playbook for operators: size the increase by segment, set breakeven volume loss, sequence the notice, and track realization.
Discount Approval Matrix and Governance
Build a discount approval matrix: set authority tiers by margin floor, route approvals by dollars, record exceptions, and review discount outcomes monthly.
Packaging and Tiering for Services Pricing
Learn packaging and tiering for services pricing: pick a value metric, build three tiers with fences, price from cost and value, and control scope creep.
Commercial Excellence
Customer profitability, segmentation, quoting, and account cadence for CEOs and operating partners. Every worked example is labelled illustrative.
Guides and Templates
Method, formulas, and templates, each focused on one decision.
Customer Profitability Analysis
Run a customer profitability analysis: build net revenue, gross margin, and cost-to-serve by account, draw the whale curve, and decide who to reprice.
B2B Customer Segmentation for Pricing and Sales
B2B customer segmentation for pricing and sales: how to build segments on buying behavior and cost to serve, then set price, terms and coverage for each.
CPQ and Quote Discipline
CPQ and quote discipline for mid-market companies: build a margin-aware quote process, approval rules and quote metrics before or alongside CPQ software.
Key Account Management Cadence
Build a key account management cadence: how to select key accounts, write account plans, run quarterly reviews and track account profit, not just revenue.
Revenue Growth
Revenue operations, sales capacity, pipeline, and retention for CEOs and CROs. Every worked example is labelled illustrative.
Start Here
The flagship playbook for this topic.
Guides and Templates
Method, formulas, and templates, each focused on one decision.
Sales Capacity Planning
Sales capacity planning shows how many productive reps your bookings target needs, with ramp, attrition, and attainment built into one auditable model.
Pipeline Coverage and Forecast Accuracy
Pipeline coverage and forecast accuracy: compute required coverage from your own conversion history, then measure forecast bias and error by period.
Net Revenue Retention: Calculation and Levers
Net revenue retention formula, gross retention, cohort rules, and the levers that move them, with a segment worked example and a 90-day plan for operators.
More Pricing & Revenue guides
Commercial Due Diligence Red Flags
Commercial due diligence red flags for buyers: customer concentration, churn, price-driven growth, pipeline and contract terms, with a worked example.
Procurement Playbook
A procurement playbook for mid-market operators: build the spend cube, map the contract calendar, size savings by method, and run events with owners.
Spend Analysis: How to Build a Clean Spend Cube
Spend analysis starts with a clean spend cube. Learn the fields, vendor merging, classification, quality checks, and a worked example with owners.
Vendor Consolidation Playbook
Vendor consolidation playbook: when fewer suppliers saves money, how to test it on total cost, set concentration limits, and run the transition.
Why Price Realization Keeps Drifting After Discount Fixes
Discount governance made price realization look fixed -- then it drifted back. Here's why the leak relocates instead of closing, and what actually holds.
Price Waterfall Analysis: Right on Revenue, Blind on Cost
A price waterfall analysis shows exactly where revenue leaked, list price to pocket margin. It won't tell you if what's left is still profitable to make.
Free templates
Working files that go with these guides, with the worked examples already filled in. Enter your name and work email and we send the file personally.
Free template · Excel workbook
Price Waterfall and Price Increase Model
From list to pocket price, plus a price-increase model with segment breakeven volume loss and realization tracking.
Free template · Excel workbook
Revenue Forecast, Pipeline and Sales Capacity Model
Forecast accuracy tracking, pipeline coverage by measured conversion, ramped-rep capacity, and NRR cohort math.
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