Objective
A large US-headquartered MedTech company engaged ResearchCubes to help build a centralized “Pricing Excellence” capability in its Asia-Pacific region.
Approach
ResearchCubes utilized its proprietary “C6 Pricing Framework” to help conceptualize a centralized pricing organization. We introduced the “Net ASP” approach to report actual price realization as a standard metric across the region. The existing analytic frameworks were supplemented with the “Pocket Price Waterfall” to help drive visibility around leakages between the gross and net ASPs.
Solution
The company was witnessing some of the highest price erosion across its portfolio in most APAC markets. The approach to reporting actual price realization differed by country making it difficult to identify the actual sources of revenue leakage. The company lacked the required capabilities to use “Pricing” as a lever for sustained growth and profitability.