B2B companies can strengthen their margins, scale effectively, and accelerate decision-making by moving from static spreadsheets to strategic pricing systems.

Written by: Guillermo Carrasco Martínez, Defne Isler
© Copyright 2026 Eendigo. All Rights Reserved

Why Spreadsheet Pricing Fails

When price lists live in spreadsheets, pricing becomes a set of local habits rather than a system. Products multiply, channels expand, and small country tweaks break coherence.

Version control drifts. Rounding rules differ by market. Currency swings are handled ad hoc. Leaders cannot see where value is gained or lost from list to pocket price. The result is inconsistent price realization, slow approvals, and a field that negotiates from opinion rather than guardrails.

Across complex catalogues this pattern is common. It is not a tool problem—it is an operating model problem:

• No shared architecture
• Weak master data
• Little guidance at quote time
• No regular pricing calendar

A Practical Sequence Any Team Can Run

1. Start With Price Architecture

Define how attributes drive list logic, then write it down so it is reusable.
Link materials, performance tier, construction complexity, size, and pack to anchors and step sizes by family.

Specify:

• Rounding rules
• Psychological thresholds
• Relationships between adjacent tiers

So new variants sit correctly without rebuilds and regional lists inherit the same logic.

Clean the Master Data

Standardize hierarchy and attributes so every SKU carries the fields needed for list construction, simulation, and reporting.

Align:

• Item status
• Pack definitions
• Unit measures
• Country codes and taxes

Corridors and diagnostics cannot scale if item data is inconsistent. Clean data also shortens approval cycles.

2. Translate Willingness to Pay Into Corridors

Use recent transactions, competitive tags, and product features to infer price sensitivity by segment and channel.

For each segment, define:

• Floor
• Target
• Ceiling

Corridors bridge strategy and quote-time behavior, guiding discounts without removing judgment.

3. Put Guidance at the Point of Quote

Surface corridor ranges inside the quoting workflow with a short justification checklist.

• Route exceptions automatically by size and product tier
• Standard deals pass without delay
• Managers focus on true outliers

Logging rationale creates a history for coaching and rule tuning.

4. Run Pricing on a Calendar

Publish a quarterly cycle for:

• List refresh
• FX review
• Competitive checks
• Sign-off

Apply one currency method and maintain an FX playbook with triggers and communication steps. Markets adjust together, not one by one.

5. Codify Lifecycle Rules

Set:

• Launch holds
• Mid-season test points
• End-of-season actions

Repeat-purchase lines hold price longer. Fashion items test earlier with thresholds and caps. Tie reviews to the pricing calendar.

6. Make Leakage Visible

Adopt a list-to-pocket price waterfall by family and country.

Use it monthly to see:

• Corridor discipline
• Rebates and freight erosion
• Where fixes matter most

Keep it simple and comparable across regions.

7. Govern With Cadence, Not Heroics

Create a monthly pricing council to review:

• Corridor adherence
• List positions vs. strategy
• Lifecycle actions due
• Open approvals by tier

Clarify RACI so every market knows who proposes, checks, and approves.

What Changes in the Field

• List builds shift from one-off work to rule reuse
• Country adaptations follow a single rounding logic
• Managers discuss anchors, steps, tiers, and corridors
• Standard deals flow without delay
• Non-standard requests arrive with a recommended range and routing

Post-campaign reviews show corridor adherence and realized price, making next-cycle updates faster and governance quieter.

Results Organizations Can Expect

Within 12 months, many teams see:

• 2–4% revenue uplift from stronger price realization
• 4–7% EBITDA impact from disciplined discounts and fewer leakages
• 70–80% corridor adherence within two to three quarters
• 25–40% faster approvals for non-standard prices

What Leaders Should Watch

• Architecture before analytics
• Guidance where work happens
• Calendar discipline
• Diagnostic transparency
• Light but real governance

Get in Touch

Email: office@eendigo-ops.com
Website: www.eendigo.com
LinkedIn: www.linkedin.com/company/eendigo

Delivering impact that lasts.