The Pricing Operating
Model Simplified and
Demystified
A 7-Step View of Operating Model Maturity and What It Takes to Be Best in Class
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Executive Summary
Many organizations have a clear pricing strategy, but struggle to realize its value in practice. As pricing moves from intent to execution, complexity increases across markets, channels, customers, contracts, and programs, overwhelming operating models that were never designed to scale. The result is not poor strategy, but erosion through manual processes, fragmented systems, unmanaged exceptions, and reactive decision making. This whitepaper reframes pricing as an enterprise capability rather than a series of transactions and presents a structured pricing operating model built around people, process, systems, and data. Through a seven-step end-to-end pricing workflow and a practical maturity framework, it provides a clear path for connecting pricing intent to consistent execution, reducing leakage, and enabling pricing to improve over time as markets evolve.
The Seven Steps of the Pricing Workflow
1. Setting Strategy and Intent
2. Price Design and Modeling
3. Governance and Approval
4. Execution and Deployment
5. Transactional Application
6. Monitoring and Performance Measurement
7. Learning and Adjustment Over Time
Together, these steps connect pricing intent to execution through a governed, repeatable workflow that reduces leakage, improves consistency, and allows pricing to compound value over time rather than erode under complexity.