Revenue Growth and Revenue Control go hand-in hand. In organizations with many customers, products, price points, discount types or rebates, it is key to keep the net revenue under control. Net revenue being defined as Quantity * (Gross Price minus all discounts minus all off-invoice rebates minus all other monies flowing to the customer). If the company manages gross prices / list prices, but let's sales teams discount arbitrarily, then net revenue tends to tumble as discounts grow.
In Mergers & Acquisitions it is common that several sales organizations are merged. The result is that people often need to sell new products or services, and that they need to negotiate prices and deliver value arguments that they are not familiar with. Here are 5 areas that can determine whether the pricing side of a M&A implementation is successful or not: