The TopLineLab is a fast
in Pricing & Revenue
Our Vision: become the
#1 choice for modern
and agile Pricing
Our strength lies in our
solid domain expertise ,
efficient data-drivensolutions and seamless
to bring quick and
Our commercial model is
built on full transparency
& capability transfer
through modular impactdriven
Execution & Deployment
Dataflow & Control
Organization & Governance
For strategy definition and target setting to Acceleration Bricks fully embedded in Business processes.
What makes us different
Combining three Pillars
Combining three Pillars. Business strategy and processes, data and technology are built together to deliver sustainable transformation.
Expertise: What do we deliver?
Business Case 1: Top Line optimization
Our client, a market leader in the retail sector wanted to improve its current elasticity models in order to fine-tune its pricing strategy under adverse conditions. Current practices only considered top skus single price sensitivity. We were asked to build a model that would compute cross-elasticity and optimize price & product mix changes.
We implemented a new methodology, challenging internal practices, which allowed combining research driven adoption scenario with transactional data for superior business relevance. The adoption scenarios give us the needed “orthogonal” inputs and extra data points, which are not present in ticket data. The triangulation with transactions is a mandatory step to provide a stochastic optimization model that impacts actual business result.
Measuring results is a “must have” in any project we run. After a 3 month test & control in one geography, results were validated by the Board: +8% top line improvement, +4% driven by price variance. But the results were also in the journey itself and the partnership created with our client. In their own words: “Results were great. But we also learned a lot in the process on measuring the results and communicating these to our Board of Directors.”
Business Case 2: Segmented Price Realization
Our client, a market leader in manufacturing, was looking for support in implementing its strategic plan for 2020 centered around profitable growth. The markets operated are highly competitive, and growth has been managed mainly by M&A, leading to low harmonization of pricing practices and lack of control on execution guidelines.
After an extensive audit and the co-creation of a roadmap, we identified several quick wins and executed a pilot in one major country to capture first tangible impacts. A custom pricing dashboard was developed, providing superior pricing visibility by integrating granular data and creating new KPIs to nudge salesforce towards targeted net price realization.
The new tool has been tested to control results over existing practices, ensure adoption, and scale quickly the number of users. Deployment is still underway in the remaining geographies. On top of the economic results resulting from an improved pocket price realization, the project allowed to fine-tune and validate the data architecture, achieve a single point of truth in terms of gross margin contruction, and democratize the usage of data in sales management.
Business Case 3: Improved Pricing Power
Our client, a global leader in medical devices, was redefining its EMEA pricing strategy in order to respond to an increased volatility in countries such as UK, Turkey, Russia or South Africa among others. We helped delivering a data-driven methodology and tools to increase their Pricing Power in the Region.
As our client had already implemented a major pricing software, we focused the project in delivering a “last mile” pricing tool that would: 1) integrate data outside the current system and therefore not “visible” to the pricing software, 2) track the evolution on main KPIs and forecast their evolution over the next quarter, 3) streamline the analysis of complex pricing data for business users and 4) improve the data visualization capabilities by re-centering must have analytics on actual decisions to be made.
The project which focused on defining and anticipating pricing power scenarios, supported by the tool, made the invisible visible for the company. Siloed data, lack of granularity, long time dedicated to analytics are now history, and sales people are now empowered with an agile methodology that gives them a new edge over competition and adverse market conditions.