How to read the pricing maturity assessment
The assessment evaluates how prices are set, executed and governed in the company. It uses the four families of the Prisier Engine (Focus, Understand, Capture and Govern), with three questions per dimension.
The result is a score from 0 to 100, a maturity level and the dimension with the lowest score, which is where to start.
How to use the tool
- Answer the 12 questions. Each question has four options, from the least structured practice (A) to the most structured (D).
- Read the score by dimension. Each dimension goes from 0 to 100 based on its three answers.
- Review the priority. The dimension with the lowest score points to the first lever to work on.
- Review the result with Prisier. The summary is sent to Prisier for a 30-minute session.
How to read the result
0 to 39: Reactive pricingPrices follow costs and competitors. There is margin to capture in almost every dimension.
40 to 64: Pricing under constructionThere are useful practices, but they are isolated. The next step is to connect them into a method.
65 to 84: Managed pricingPricing has a method and owners. The opportunity is to charge for value in each segment and close the leaks.
85 to 100: PricefulnessPrice works as a strategic lever, with data, governance and a focus on value.
Frequently asked questions
When should a company run a pricing assessment?
Before structuring or redesigning its pricing strategy, when margin falls even though sales grow, when discounts depend on each salesperson or before creating a pricing team. It also works as a baseline to measure a project's progress.
How do you structure a company's pricing?
With four decisions in order: where to play and with which objectives (Focus), what the customer values and how much they pay (Understand), how price is set and defended, including discounts (Capture), and who sustains it over time (Govern). The assessment places the company on each one and points to which to work on first.
What is a pricing governance model?
It is the set of roles, rules, metrics and cadences that defines who decides the price, with which data and how often it is reviewed. It keeps price improvements from fading and exceptions from becoming the rule. The Govern dimension of the assessment measures how well it is in place.
What is pricing maturity?
How structured, data-driven and sustained over time a company's pricing decisions are. It goes from reactive pricing, which follows costs and competitors, to value-managed pricing.
How do you know if a company is leaving margin uncharged?
Three common signs: discounts without trade-offs, not knowing the real margin by customer, and prices that are only adjusted when costs go up. The assessment reviews all three.
What does the pricing maturity assessment measure?
How structured pricing decisions are in four dimensions: strategy (Focus), knowledge of value and competitors (Understand), discounts and real margin (Capture), and owners, metrics and tools (Govern).
How long does it take?
About four minutes. There are 12 multiple-choice questions.
What do I do with the result?
Start with the dimension with the lowest score. The summary can be sent to Prisier from the page, by WhatsApp, LinkedIn or email, to review it in a 30-minute session.
Does the tool have a cost?
No. It is free; it only asks for name and business email.
Further reading
