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Case Studies

Sales, Marketing & Growth

Defining pricing excellence for an integrated solar panel manufacturing

A solar panel manufacturer was faced with decreasing profitability and inefficiencies in the sales organization. Applied Value created a Value-Based Selling training program, standardized deal evaluation criteria & templates, and aligned incentives to support pricing performance.
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Situation

An integrated utility-scale solar panel manufacturer was faced with inefficiencies in the sales organization and decreasing profitability. Applied Value was brought in to optimize the client’s pricing practices, ensure long-term revenue growth and profitability.

Approach

Applied Value modeled volume vs. price trade-offs and conducted a price variation analysis of completed deals and current leads. AV looked also executed a deep pricing evaluation, looking at “Price Variation” (in terms of deal size, account type, sales rep, etc.), customer value drivers, strategic pricing, pricing culture, and skillsets required within the sales force.

Results

Applied Value created a Value-Based Selling training program, standardized deal evaluation criteria and templates, and aligned incentives to support pricing performance. The identified improvement potential for the pricing excellence program was quantified to 80 MUSD.
80 MUSD million USD

SG&A savings

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