Set Value-Based Pricing
Connect prices to the economic value different customer groups receive, their willingness to pay and the strength of the commercial position.
B2B Pricing Consultants
Contact usB2B pricing connected to customer value, negotiated deals and realized price
B2B pricing determines how economic value converts into revenue across customers, accounts and negotiated transactions. Customer differences, deal terms and discounts shape the price ultimately retained after negotiation.
As customer portfolios expand, similar accounts can receive materially different economics. Discounts, concessions and commercial terms can accumulate while stated prices remain unchanged.
City Shift Finance works on value-based pricing, customer differentiation, deal pricing, discount management, commercial terms and price realization across B2B businesses.
The work connects willingness to pay, account value, negotiation economics and price waterfalls to the revenue and margin retained from each commercial agreement.
What We Do
Differentiate Customer Pricing
Set price ranges across customer groups, account value and buying conditions where commercial differences support different price positions.
Control Deal Economics
Manage discounts, concessions, terms and approval thresholds where negotiation changes the economics of individual deals.
Improve Price Realization
Address the gap between stated price and the revenue retained after discounts, incentives, terms and other commercial concessions.
Our Approach
B2B pricing work spans the commercial decisions that connect customer value, differentiated pricing, negotiated terms and realized margin.
Value-Based Pricing
Customer Segmentation
Willingness To Pay
Account Value
Price Differentiation
Deal Pricing
Discount Management
Price Waterfall
Price Realization
Negotiation Economics
Approval Thresholds
Pricing Governance
Examples of our work
Deal Economics
A B2B company was losing margin through negotiated contracts. City Shift Finance reset deal pricing, discount thresholds, and commercial terms. Average realized price rose 9%, while concession value fell 21%.
Account Pricing
An industrial company priced accounts differently with little discipline. City Shift Finance rebuilt segmentation and approval thresholds. Pocket price improved 7%, discount variance fell 18%, and margin rose 4 points.
Price Waterfall
A provider had hidden margin erosion across rebates, freight, payment terms, and incentives. City Shift Finance rebuilt the price waterfall. Net price realization improved 6%, and off-invoice concessions fell 24%.
Featured Capabilities
Value & Customer Pricing
Differentiate prices around customer value, willingness to pay and buying conditions. Customer economics determine where price ranges can vary without weakening the commercial position.
- Value-based price ranges
- Customer and account segmentation
- Willingness-to-pay differences
Deal & Discount Economics
Control discounts, concessions and commercial terms across negotiated transactions. Approval thresholds govern where account economics justify movement from stated price.
- Deal pricing and discount ranges
- Commercial terms and concessions
- Approval thresholds and exceptions
Price Waterfall & Realization
Track how discounts, rebates, incentives and other concessions change the price retained from each account. Price waterfalls expose where commercial terms reduce realized margin.
- Pocket price and realized price
- Rebates and off-invoice concessions
- Price waterfall and margin effects
Featured Insights
Interactive
Account Price Dispersion Test
Get in touch
Contact usCity Shift Finance works with B2B companies on value-based pricing, deal terms, discounts, customer differentiation, and realized margin across complex negotiated commercial agreements.
