At Coca-Cola Amatil I built the pricing guidance tool the national sales team ran on. Worth about $2.5M a year, and it won the company-wide Innov8 award in 2013.
Then a contract pricing tool worth about $1M a year plus $300K in FTE savings. A diagnostic across $10M of processed customer credits. A pricing platform serving 20,000 customers.
All of that was delivered in salaried operating roles before Ajility was founded, not as Ajility client engagements.
Here's what those years taught me: big companies don't price better because they're smarter. They price better because they have a system, and someone owns it. Every discount has an approval path. Every rebate is reconciled against what was actually achieved. Every override leaves a trail.
A $5M business can have the same discipline with a spreadsheet and a monthly rhythm. What it can't survive is nobody owning the number.
Who owns pricing in your business? If the answer is "everyone", it's no one.
See the pricing and revenue management specialisation
For the full case, read Building the pricing tools a $5 billion business runs on.