Pricing Excellence
One review sheet per family. Phase 1 first, phase 2 visibly inactive below.
Review owner: PricingOpen period: Aug 2026Data debt: 3/8 extractable today
Phase 1 — reviewed now| KPI | Type | Cadence | Owner | Source | Target | Actual | Status | Trend | Comment |
|---|---|---|---|---|---|---|---|---|---|
ASP vs Prior Year Shows the underlying pricing trend independent of budget assumptions | Lagging | Monthly | Pricing | Available SAP | Red Computed from ≥ +2% | -0.6 | |||
Price Increase Achievement Delivered price increases versus announced target | Lagging | Quarterly | Pricing | Partial Pricifier + SAP | Green Computed from ≥90% | -3 | |||
Price Increase Stickiness Of an announced increase, how much survives after two quarters — answers the India +8% question: what is actually left? No reliable source yet. Cannot carry a colour. | Leading/Lagging | Quarterly | Pricing | To build SAP price history | n/a | n/a | Not measurable | — | |
Price Exception Rate Share of quotes escalated above the rep's delegation; flags future price leakage and governance risk | Leading | Monthly | Sales Director | Available Pricifier | Amber Computed from ≤10% | +13.5 | |||
Price Approval Challenge Rate Share of escalated prices actually challenged rather than rubber-stamped. If 100% are approved, the delegation is fictional | Leading | Monthly | Sales Director | Partial Pricifier | Amber Computed from ≥20% challenged | -12 |
Visible so the roadmap is legible, inactive so it cannot be reviewed.
| KPI | Priority | Cadence | Source | Verdict | Agreed band |
|---|---|---|---|---|---|
Pricifier Adoption Process compliance. Mandatory in practice, so retire once stable at 100% Retires when: Retire once stable at 100% — mandatory in practice. | P2 | Monthly | Available Pricifier | Phase 2 | 100% / 90–99% / <90% |
Discount Rate Concession behaviour and realized price impact | P2 | Monthly | Partial SAP | Phase 2 | ≤ target / +1 to +3 pts / > +3 pts |
Price Leakage Quantifies value lost through deviations, rebates and exceptions | P2 | Quarterly | To build SAP | Phase 2 | ≤1% of revenue / 1–3% / >3% |