Test how realized prices vary across comparable B2B accounts and where the entered contribution exposure is concentrated.
About this analysis
Enter comparable account volumes, realized prices, variable costs, and account reference prices. The calculation weights price dispersion by account volume, ranks price-gap exposure, and tests how much of the entered reference gap would need to be recovered to reach a contribution target. Reference prices are entered by the user and are not treated as forecast outcomes. For more information, visit our B2B pricing consultants page.
Account economics
Realized price should reflect the actual net price represented by the account comparison. Use accounts that are commercially comparable enough for the entered reference prices to be meaningful.
Recovery sensitivity
Recovery share is a sensitivity applied to the entered price-gap exposure. Contribution target solves the share of total entered exposure required to reach that target.
Account dispersion
The blue marker is realized price. The white marker is the entered account reference price.
Account economics
Accounts are ranked by entered price-gap exposure so the largest economic differences appear first.
| Account | Units | Realized price | Reference price | Price gap | Unit contribution | Exposure |
|---|---|---|---|---|---|---|
| Account B | 21,000 | $104.00 | $112.00 | $8.00 | $44.00 | $168K |
| Account A | 12,000 | $108.00 | $112.00 | $4.00 | $47.00 | $48K |
| Account D | 15,000 | $109.00 | $112.00 | $3.00 | $50.00 | $45K |
| Account E | 10,000 | $111.00 | $112.00 | $1.00 | $49.00 | $10K |
| Account C | 8,000 | $116.00 | $112.00 | $0.00 | $53.00 | $0 |
Exposure concentration
Exposure is ranked from largest to smallest using only positive gaps between entered reference price and realized price.
Price recovery sensitivity
Recovery share applies only to the entered positive account price gaps. It does not assume the entered reference prices can be achieved.
What the interactive shows
Entered price differences are concentrated rather than evenly distributed. Account B alone represents 62.0% of the $271,000 contribution exposure.
Three accounts represent 96.3% of total exposure, while 87.9% of entered volume is priced below its account reference. Recovering 36.9% of the total entered price gap would equal the $100,000 contribution target.
ACCOUNT PRICE DISPERSION TEST: ILLUSTRATIVE DEFAULT RECORD ACCOUNTS Account A | Annual units: 12,000 | Realized price: $108.00 | Variable cost: $61.00 | Reference price: $112.00 Account B | Annual units: 21,000 | Realized price: $104.00 | Variable cost: $60.00 | Reference price: $112.00 Account C | Annual units: 8,000 | Realized price: $116.00 | Variable cost: $63.00 | Reference price: $112.00 Account D | Annual units: 15,000 | Realized price: $109.00 | Variable cost: $59.00 | Reference price: $112.00 Account E | Annual units: 10,000 | Realized price: $111.00 | Variable cost: $62.00 | Reference price: $112.00 RECOVERY SENSITIVITY Reference gap recovered: 50.0% Contribution recovery target: $100,000 WEIGHTED PRICE POSITION Total annual units: 66,000 Weighted realized price: $108.38 Weighted standard deviation: $3.78 Weighted price dispersion: 3.49% Volume below reference: 58,000 units Volume below reference share: 87.9% ACCOUNT EXPOSURE Account B | Price gap: $8.00 | Unit contribution: $44.00 | Exposure: $168,000 Account A | Price gap: $4.00 | Unit contribution: $47.00 | Exposure: $48,000 Account D | Price gap: $3.00 | Unit contribution: $50.00 | Exposure: $45,000 Account E | Price gap: $1.00 | Unit contribution: $49.00 | Exposure: $10,000 Account C | Price gap: $0.00 | Unit contribution: $53.00 | Exposure: $0 CONCENTRATION Total contribution exposure: $271,000 Largest account exposure share: 62.0% Top three exposure share: 96.3% Accounts driving at least 80% of exposure: 3 RECOVERY SENSITIVITY Contribution recovery at 50.0%: $135,500 Contribution recovery target: $100,000 Required recovery rate: 36.9% FINDING Entered price differences are concentrated rather than evenly distributed. Account B alone represents 62.0% of the $271,000 contribution exposure. Three accounts represent 96.3% of total exposure, while 87.9% of entered volume is priced below its account reference. Recovering 36.9% of the total entered price gap would equal the $100,000 contribution target. METHOD STATUS Weighted realized price equals total realized account revenue divided by total entered account units. Weighted variance equals the volume-weighted squared difference between each account realized price and the weighted realized price. Weighted standard deviation is the square root of weighted variance. Weighted price dispersion equals weighted standard deviation divided by weighted realized price. Positive account price gap equals the entered reference price less realized price, floored at zero. Contribution exposure equals positive price gap multiplied by account units and assumes no variable-cost change from closing that entered price gap. Accounts are ranked by exposure from largest to smallest. Accounts driving 80% is the minimum ranked count required for cumulative exposure to reach at least 80% of total exposure. Recovery sensitivity multiplies total exposure by the entered recovery share. Required recovery rate equals the entered contribution target divided by total contribution exposure. No external market price, discount threshold, recovery rate, or recommended reference price is inserted into the calculation.
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