How does Intuilize help distributors increase adoption of optimized pricing?

Discover the proven strategies Intuilize uses to maximize pricing adoption among sales teams and customers, ensuring successful implementation and strong financial results.

Achieving high adoption rates for optimized pricing is critical to realizing the financial benefits of your investment. Intuilize employs a multi-faceted approach to ensure strong adoption through change management, communication, training, and continuous improvement.

Comprehensive Adoption Strategy:

Intuilize's approach to maximizing pricing adoption includes several key components:

1. Phased Implementation:
   • Starting with lower-risk customer segments (Standard and Drain)
   • Implementing conservative price increases initially (typically capped at 5-7.5%)
   • Gradually expanding to more sensitive customer relationships after proving success
2. Sales Team Engagement:
   • Early involvement of sales leadership in planning and strategy development
   • Transparent communication about the methodology and business rationale
   • Regular feedback sessions to address concerns and gather insights
   • Recognition and celebration of successful adoption
3. Practical Training:
   • Hands-on training sessions for sales and customer service teams
   • Real-world scenarios using your actual customer and product data
   • Clear guidelines on when overrides are appropriate vs. when to maintain system pricing
   • Role-playing exercises for handling customer questions about pricing changes
4. Supportive Tools and Resources:
   • Pricing playbooks documenting the optimization strategy and customer-specific approaches
   • Quick-reference guides for handling common scenarios
   • Talking points for explaining value beyond price to customers
   • Exception handling procedures for special situations
5. Monitoring and Feedback Loops:
   • Weekly override alerts highlighting adoption patterns by sales representative
   • Regular review meetings to discuss challenges and successes
   • Continuous refinement of pricing rules based on field feedback
   • Benchmarking against industry adoption standards

Adoption Measurement Metrics:

Intuilize tracks adoption through multiple complementary metrics:

1. Price Acceptance Rate: The percentage of transactions where the optimized price was accepted without modification.
   • Industry benchmark: 85-95% acceptance rate
   • Initial phase typical results: 60-85%
   • Mature implementation: 90-95%
2. Override Analysis: Detailed examination of price modifications, including:
   • Frequency by sales representative, customer, and product
   • Magnitude of overrides (percentage and dollar adjustments)
   • Patterns indicating systematic issues vs. case-by-case exceptions
3. Financial Impact Assessment: Comparison of actual margin improvement against projections, analyzing:
   • Realized vs. potential margin gains
   • Impact of overrides on financial outcomes
   • Correlation between adoption rates and financial results

Addressing Common Adoption Challenges:

Intuilize encourage our customers to  collaborate with us to develop  effective strategies for addressing typical adoption obstacles based on its company go to market strategy, culture, processes, etc. Some examples are 

1. Customer Pushback:
   • Providing sales teams with competitive intelligence and value propositions
   • Developing customer-specific talking points emphasizing total value delivered
   • Creating exception processes for truly competitive situations
2. Sales Team Resistance:
   • Involving influential team members in the development process
   • Demonstrating how optimization supports rather than replaces sales expertise
   • Sharing success stories from similar distributors
   • Aligning compensation structures with margin performance
3. System Integration Issues:
   • Ensuring seamless integration with existing quoting and ordering processes
   • Minimizing additional steps or complexity in the sales workflow
   • Providing responsive technical support during implementation

The result of this comprehensive approach is typically 85-95% adoption rates within the first 2-3 months of implementation, leading to substantial margin improvements and return on investment.