In response, we developed Manage myPrice, a new pricing platform that offers differentiated pricing solutions based on group-specific attributes across services. Each Accenture service group defined a unique pricing approach that works for its specific area of business and can build its price based on how it sells to the market.
Rather than simply automating the pricing process, Manage myPrice reinforced and supported the differentiated pricing approaches by area of business to focus on value Accenture creates and delivers rather than simply on a profitability target. Manage myPrice digitally facilitates informed pricing, drawing on data from other sources. It builds a market-relevant starting price point based on third-party competitive intelligence, historical Accenture opportunities and market-centric targets.
Getting to this outcome, however, was more than simply building a technology solution. Implementing an enterprise-wide pricing solution required extensive effort to define not only a new pricing approach, but also required engaging our teams to make the change.
Secured sponsorship and business engagement
Fundamental to the successful rollout of Manage myPrice was establishing support at senior levels across all of Accenture’s organizations. In order to secure their support, we organized forums tailored specifically to each stakeholder group to get a better understanding of their individual pricing needs.
Started small, then expanded
We began development with a small segment of Accenture’s business that was mature and had the most leadership engaged, before expanding to other parts of the business. Looking at the commonalities between the various pricing approaches, we built the foundation of the Manage myPrice application. With the foundation in place, we then enabled each service to achieve market-relevant pricing through differentiated service-specific attributes and functions.
The beauty of Accenture’s “Manage my” suite of cloud-based, intelligent (or data-driven) applications and tools is that it unleashes the power of integration and consistency. Manage myPrice, for example, is synced directly into Manage mySales, Accenture’s digital, analytics-driven sales platform, and into Manage myEngagements, Accenture’s digital delivery management platform.
With technologies working across platforms, solutions are integrated and connected. This means deal teams only need to enter information once and manage it in the originating system. This process enables connections among applications and maintains data consistently throughout the life span of a sales opportunity.