Driving Pricing and Discounting Discipline with Margin Analytics (in Tableau)

We briefly go through a journey of building a B2B Margin Analytics & Optimization platform in Tableau for a fictitious manufacturer and demo several modules aimed at the Revenue Management/Finance and the Sales teams.

By interacting with the dashboard, we'll be able to answer critical business questions such as:

1. What are the Price, Cost, Volume, and Sales Mix drivers of my Gross Profit decline? What areas (Customers-Products) should we prioritize with the Sales team to address the gaps?

2. Who in the Sales team needs the most coaching on better Discount management?

3. What is the collective price discounting behavior of the sales team? What will happen to our Net Sales if we decrease our Discount Guidelines by -5% for Sales Directors?

4. Who in the Sales team has demonstrated the most effective Net Price Realization? What about positive Product Mix Management? What are the lessons learned that we can package together and translate to the rest of the Sales org?

5. Which Customer groups need the most attention to prevent further Gross Profit erosion? Which Customer groups should be priority #1 for net price increases? What is the impact of raising their GP% profile on the typical customer?

6. What is the Net Sales impact if we improve Customer discounts for the most highly discounted customers? What is driving their high discounts in the first place?

The topic advances our prior webinar focused on the roadmap, strategy, and execution ("How To Build a B2B Margin Analytics & Optimization Platform (in under 90 days).

This session is a real, actionable example of how a foundational Margin Analytics tool may look for your company, built with a popular tech stack you are already familiar with.