Stratgey & Analytics Case Studies

CASE STUDY 1

Pricing Assessment | Manufacturing | Appliance Manufacturer

The problem

An appliance manufacturer lacked consistent visibility across business units, limiting opportunities for high-margin growth and slowing leadership decision-making.
The engagement required pricing analytics, profitability assessment, and technology-enabled reporting to improve pricing visibility and support scalable growth.

Pricing Assessment | Manufacturing | Appliance Manufacturer

What we did

We developed elasticity-based discount guidance across SKU bands, audited cross-channel incentives and promotions, and identified leakage opportunities tied to price-insensitive SKUs.
We also redesigned the future-state pricing technology architecture across Pricefx, Oracle, and Salesforce, and built a role-based dashboard to unify pricing, sales, and finance reporting.

Methods

Price elasticity modelling
Incentive ROI analysis
Pricing architecture redesign
Margin waterfall analysis
SKU segmentation
Dashboard development

The result

$207M total addressable value identified.
$72M leakage opportunity isolated.
Delivered 30+ prioritized pricing improvement initiatives across strategic and quick-win categories.

CASE STUDY 2

Building a Pricing Center of Excellence to Capture Margin Leakage | Manufacturing/Distribution

The problem

An enterprise organization managed pricing through IT and operations teams, limiting strategic ownership, pricing visibility, and control over discounting and rebate practices.
The engagement required pricing governance, analytical tooling, and self-service capabilities to improve pricing discipline and identify margin leakage opportunities.

Building a Pricing Center of Excellence to Capture Margin Leakage | Manufacturing/Distribution

What we did

We conducted cross-functional pricing diagnostics, identified 40+ pricing opportunity areas, and developed a value realization roadmap across discounting, contracts, and price increases.
We implemented foundational pricing frameworks including discount guidance, rebate simplification, SKU-level price floors, elasticity models, analytics dashboards, and advanced pricing capabilities such as price value architecture, competitor benchmarking, and decision-support tools.

Methods

Pricing diagnostics
Price elasticity modelling
Price value architecture
Discount governance
Competitor benchmarking
Pricing analytics dashboards

The result

~$5M margin leakage opportunity identified.
$2.5M+ annual pricing value identified.
Achieved 50%+ volume increase across pilot SKUs.

CASE STUDY 3

Price Elasticity, Price Floors & Price Increase Management | Fortune 500 Manufacturer

The problem

An enterprise organization applied blanket price increases without SKU-level elasticity visibility or structured pricing guardrails, limiting confidence in pricing decisions and margin protection.
The engagement required elasticity modelling, price floor development, and targeted price increase execution to improve pricing governance and profitability outcomes.

Price Elasticity, Price Floors & Price Increase Management | Fortune 500 Manufacturer

What we did

We developed a laddered price floor framework using historical invoice data and built 800+ machine learning models to assess elasticity across 1,500+ SKUs representing approximately 96% of revenue.
We also executed targeted SKU-level price increases based on elasticity profiles and floor gaps, quantifying revenue uplift, margin expansion, and volume risk.

Methods

Price elasticity modelling
Machine learning analysis
Price floor development
Pricing optimization
Revenue impact modelling
Margin analysis

The result

AUD $12.7–14.8M pricing impact identified.
2–2.5% gross margin improvement achieved.
AUD $1–1.3M price floor opportunity identified.

CASE STUDY 4

Price Value Architecture for Competitive Price Alignment | Pool & Wellness Solutions

The problem

A global pool and wellness solutions manufacturer, lacked a structured view of how SKU-level pricing compared to competitors on a feature-adjusted basis, limiting alignment between list prices and perceived market value.
The issue was particularly visible in the Cleaners category, where high levels of ad-hoc discounting highlighted pricing inefficiencies and margin leakage.

Price Value Architecture for Competitive Price Alignment | Pool & Wellness Solutions

What we did

We mapped competitor pricing across Pro and Mass channels using web-scraped market data and built structured comparisons at the end-customer level.
We also developed 10+ machine learning models to evaluate feature-level pricing drivers and implemented a pilot price-alignment initiative within the Cleaners category.

Methods

Competitor benchmarking
Web scraping
Feature engineering
Machine learning modelling
Price value architecture
Pricing optimization

The result

51% → 8% reduction in ad-hoc discount leakage.
46% volume uplift achieved.
44% incremental gross margin gain delivered.

CASE STUDY 5

Discount & Rebate Simplification Through Price Waterfall Analysis | Fortune 500 Manufacturer

The problem

The client operated with a highly complex discounting structure spanning 60 discount combinations across customer and loyalty tiers, limiting pricing transparency and profitability visibility.
The engagement required discount simplification, rebate ROI visibility, and a unified price-to-margin framework to improve pricing governance and customer profitability tracking.

Discount & Rebate Simplification Through Price Waterfall Analysis | Fortune 500 Manufacturer

What we did

We built a full Alteryx ETL pipeline and Power BI Price Waterfall dashboard integrating pricing, discounts, rebates, costs, and margin logic across nine discount levers.
We also developed customer-level profitability and ROI analysis frameworks, assessed 50+ discount structures, and consolidated loyalty tiers to simplify the overall discounting model.

Methods

Price waterfall analysis
ETL automation
Discount ROI analysis
Loyalty tier simplification
Profitability analytics
Power BI dashboarding

The result

~50% reduction in discount grid complexity achieved.
AUD $562K–$866K margin impact opportunity identified.
Simplified 60 discount combinations through loyalty tier consolidation and profitability-based analysis.

CASE STUDY 6

Ad-Hoc Discounting Tool for Structured Deal Evaluation & Governance | Fortune 500 Manufacturer

The problem

The client managed ad-hoc discount requests across multiple channels without a standardized approval process or structured commercial evaluation framework.
The engagement required deal-level ROI visibility, pricing governance, and a unified workflow to improve discount consistency and pricing discipline across teams.

Ad-Hoc Discounting Tool for Structured Deal Evaluation & Governance | Fortune 500 Manufacturer

What we did

We developed an Excel-based front-end tool integrated with an automated Alteryx–SQL pipeline to centralize customer, SKU, pricing, and volume analysis.
We embedded real-time commercial decision logic into the workflow, enabling evaluation of deal-level ROI, margin impact, and revenue outcomes, while flagging discounts below threshold levels for review.

Methods

Discount governance
ROI modelling
Deal-level margin analysis
Alteryx automation
SQL integration
Workflow standardization

The result

3-5% discount leakage savings of annual revenue, realized.
Improvement of $100Mn in incentive/spending ROI.
Consolidated three ad-hoc discount channels into a single standardized approval workflow.

CASE STUDY 7

Promotional Effectiveness Evaluation for Trade Spend Optimization | Fortune 500 Manufacturer

The problem

The client managed approximately AUD $33M in trade spend without a structured framework to consistently evaluate promotional effectiveness, ROI, or margin impact.
The engagement required SKU-level promotional analysis, ROI modelling, and governance mechanisms to improve promotional decision-making and trade spend visibility.

Promotional Effectiveness Evaluation for Trade Spend Optimization | Fortune 500 Manufacturer

What we did

We evaluated promotional discount levels against SKU-level volume uplift to identify optimal promotional pricing thresholds, balancing growth and margin impact.
We also developed pre- and post-promotion ROI frameworks, implemented forecasting methodologies, and established governance processes covering promotional planning, approvals, and performance reviews.

Methods

Promotional effectiveness analysis
Trade spend analytics
ROI modelling
Forecasting
Pricing optimization
Governance framework design

The result

~AUD $33M trade spend brought under structured governance.
Identified SKU-level promotional “sweet spots” balancing volume growth and margin performance.
Established pre- and post-promotion ROI evaluation frameworks with bi-weekly governance reviews.

CASE STUDY 1

Customer Journey, Persona & Segmentation | Heating & Electrification Solutions Provider

The problem

A commercial heating and electrification solutions provider identified electrification of heat as a strategic growth area, but lacked visibility into market dynamics, customer preferences, and competitive positioning across hydronic and electric heating markets.
The engagement required customer journey mapping, market segmentation, and research-driven messaging insights to support engineering and marketing strategy.

Customer Journey, Persona & Segmentation | Heating & Electrification Solutions Provider

What we did

CommercialIQ conducted market and ecosystem analysis, mapped customer journeys across key stakeholder groups, and designed a quantitative and qualitative research program including a 38-question survey with 500+ qualified responses and stakeholder interviews.
Using SPSS clustering methods, we developed actionable customer segments and personas capturing decision-making behaviour, adoption drivers, and messaging preferences.

Methods

Customer journey mapping
Survey research
SPSS clustering
Customer segmentation
Persona development
Ecosystem mapping

The result

$50Mn of growth opportunities identified.
5 ML based customer segments identified.
Generated segmentation insights from 500+ qualified survey responses across the U.S. and Canada.

CASE STUDY 2

Market Sizing | Data Center Services | HVAC Services Provider

The problem

A data center HVAC services provider wanted to strengthen its position in a rapidly growing market, but lacked clarity around service offerings, value proposition alignment, and high-potential customer segments.
The engagement required market sizing, competitive assessment, customer segmentation, and GTM strategy development to identify growth opportunities and improve market positioning.

Market Sizing | Data Center Services | HVAC Services Provider

What we did

We conducted a detailed assessment of the data center ecosystem, including segmentation, operating models, growth dynamics, and competitive positioning. We developed a 2023–2028 market forecast for U.S. and global data center building services markets, segmented by center type, ownership model, facility type, and service category.
We also conducted customer interviews to identify purchasing criteria, built a six-segment GTM matrix, and defined tailored service offerings and future-state SLAs aligned to customer requirements.

Methods

Market sizing and forecasting
Competitive assessment
Customer segmentation
GTM strategy development
TAM to SAM analysis
SLA framework design

The result

$300Mn of Total serviceable opportunities identified .
More than 10 Mn dimensions with market sizes identified.
Created visibility into high-growth market opportunities across U.S. and global data center services.

CASE STUDY 3

IT Services SaaS Implementation Services Market Sizing | Enterprise Software Services Provider

The problem

The client lacked visibility into the professional services market across 35 countries, making it difficult to benchmark market share, set regional sales targets, and prioritize growth opportunities.
The engagement required global market sizing, vendor benchmarking, and long-term growth forecasting across prioritized regions.

IT Services SaaS Implementation Services Market Sizing | Enterprise Software Services Provider

What we did

We conducted a multi-country market sizing exercise using attach rates and historical contract data to estimate the professional services market across 35 countries.
We also benchmarked vendor market share, developed a five-year market growth forecast using expert interviews, and assessed regional competitive dynamics to identify market capture opportunities.

Methods

Market sizing
Attach rate modelling
Vendor benchmarking
Growth forecasting
Competitive assessment
Expert interviews

The result

$20Bn market opportunity identified.
25Mn+ global market sizing data points analyzed.
6-year market growth forecast developed from expert interviews.

CASE STUDY 4

Growth and Sales Strategy | Specialty Pharma | Software & Distribution Provider

The problem

A leading U.S. pharmaceutical wholesaler sought to strengthen its position in the specialty software market by refining its service offerings, market positioning, and GTM strategy.
The engagement required market sizing, competitive benchmarking, customer segmentation, and growth planning to support scalable market expansion.

Growth and Sales Strategy | Specialty Pharma | Software & Distribution Provider

What we did

We developed a bottom-up market sizing model using vendor revenue estimates, NAICS-based analysis, and long-tail market extrapolation to establish a defensible market baseline.
We also built a growth and sales strategy covering customer segmentation, GTM prioritization, implementation planning, and analytics dashboards to support execution and value tracking.

Methods

Market sizing
Vendor revenue modelling
Customer segmentation
GTM strategy
Competitive benchmarking
Business case development

The result

$100Mn SAM opportunity identified.
80 high-potential key accounts identified.
7 dashboards built for growth tracking and execution planning.

CASE STUDY 1

Indirect Cost Savings Through Vendor Optimization | Private Equity

The problem

A PE-owned business needed to identify indirect cost-saving opportunities, but spend data was fragmented across 10 business units with no standardized reporting structure.
The engagement required vendor assessment, spend visibility, and a scalable framework to identify consolidation, renegotiation, and optimization opportunities across 400+ vendors.

Indirect Cost Savings Through Vendor Optimization | Private Equity

What we did

CommercialIQ consolidated and standardized disparate spend data across all business units, creating a unified reporting structure and taxonomy. We developed cross-BU spend analytics covering contract compliance, benchmarking, vendor concentration, and category-level analysis.
We also created a structured vendor optimization framework and facilitated stakeholder workshops to assess consolidation, renegotiation, elimination, and replacement opportunities.

Methods

Spend analytics
Vendor assessment
Data standardization
Benchmarking
Cost optimization framework
Power Query reporting

The result

€300K potential cost savings identified
Assessed 400+ vendors using a standardized optimization framework.
Established a scalable cost model for repeatable use across all business units.

CASE STUDY 2

Enterprise Pricing Dashboard & ML-Based Elasticity Analysis | Fortune 500 Manufacturer

The problem

The client lacked enterprise-wide pricing visibility, with data fragmented across systems and no single source of truth to support pricing and commercial decision-making.
The engagement required centralized pricing analytics, elasticity modelling, and real-time performance visibility across the SKU portfolio and business units.

Enterprise Pricing Dashboard & ML-Based Elasticity Analysis | Fortune 500 Manufacturer

What we did

We developed an enterprise pricing dashboard providing unified, real-time visibility into pricing performance across all business units.
We also built machine learning-based elasticity models to assess volume response to pricing changes and implemented Tableau audit dashboards to monitor pricing execution, compliance, and exceptions.

Methods

Enterprise dashboarding
Machine learning modelling
Price elasticity analysis
Tableau reporting
Pricing compliance tracking
Data integration

The result

$400Mn of margin leakage opportunity identified.
$50Mn of savings realized through discontinuation of discounts of non-performing SKUs.
70 fully automated tableau dashboards developed.

CASE STUDY 3

Ad-hoc Discounts Accountability & Performance Tracking | Fortune 500 Manufacturer

The problem

Sales teams were requesting ad-hoc discounts for specific customers and SKUs, but the organization lacked a structured way to track whether committed revenue and volume targets were achieved during the deal period.
Leadership also had limited visibility into deal-level performance across customers and SKUs, making it difficult to evaluate discount effectiveness and enforce accountability.

Ad-hoc Discounts Accountability & Performance Tracking | Fortune 500 Manufacturer

What we did

We developed a standardized Excel-based deal capture tool where sales teams entered customer details, SKU information, requested discounts, committed revenue and volume targets, and approval workflows.
We also built an Alteryx workflow integrating approved deal data with actual sales transactions, alongside a Power BI dashboard comparing promised versus actual revenue, margin, volume, and ROI performance by customer and SKU.

Methods

Deal capture automation
Alteryx data integration
Discount performance tracking
Power BI dashboarding
Deal-level ROI analysis
Sales accountability reporting

The result

$100Mn expected margin savings identified through discount leakage control.
2,000 man-hours saved through automated workflows and review processes.
7 user groups enabled through centralized audit dashboards.

CASE STUDY 4

Identifying Pricing & Discounting Opportunities | Subscription-Based Business

The problem

A subscription-based business relied on ARR-driven pricing decisions, with limited visibility into margin impact, discounting effectiveness, and regional profitability performance.
The engagement required pricing diagnostics, monetization assessment, and governance recommendations to identify profitability improvement opportunities while maintaining growth.

Identifying Pricing & Discounting Opportunities | Subscription-Based Business

What we did

We conducted a pricing maturity assessment across pricing strategy, sales behavior, systems, and processes. We identified strategic and quick-win pricing opportunities, including discount governance, contract renewal pricing, and profitability realignment initiatives.
We also evaluated packaging structures, feature bundling, add-on monetization, and cross-product opportunities across subscription tiers.

Methods

Pricing maturity assessment
Discount analysis
Monetization assessment
Packaging strategy
Profitability analysis
Opportunity sizing

The result

$1.6M profitability improvement potential identified.
$300K+ monetization opportunity identified.
Delivered 11 prioritized pricing opportunities across strategic and quick-win categories.

CASE STUDY 1

Pricing Assessment Accelerator | Boutique Consulting firm | Industry Agnostic Tool

The problem

Pricing assessment engagements required 12–16 weeks of delivery effort, with significant manual work across data preparation, KPI standardization, and pricing analytics.
The engagement required a scalable delivery model to standardize pricing assessments and reduce dependency on large analytical teams.

Pricing Assessment Accelerator | Boutique Consulting firm | Industry Agnostic Tool

What we did

We standardized the full pricing assessment workflow across customer profitability, SKU profitability, price waterfall, discount variability, and incentive ROI analyses.
We also built automated Alteryx ETL workflows and integrated Tableau dashboards, enabling teams to configure project inputs once and generate complete pricing analytics outputs automatically.

Methods

Pricing analytics standardization
Alteryx ETL automation
Tableau dashboarding
KPI standardization
Opportunity identification
Workflow automation

The result

$20K–$50K margin savings per project through accelerated delivery.
12–16 weeks reduced to 4–6 weeks per pricing assessment engagement.
5–6 person teams replaced by 1.5 FTEs through automated ETL and standardized Tableau output.

CASE STUDY 2

Survey-Based Customer Segmentation Accelerator | Boutique Consulting firm | Industry Agnostic Tool

The problem

Customer segmentation engagements required rebuilding surveys, analytical workflows, and segmentation models from scratch for every project, creating long delivery timelines and high manual effort.
The engagement required a scalable and reusable segmentation framework that could standardize survey deployment, data processing, and ML-based insight generation across industries and clients.

Survey-Based Customer Segmentation Accelerator | Boutique Consulting firm | Industry Agnostic Tool

What we did

We built an end-to-end accelerator integrating Qualtrics survey deployment, Alteryx ETL workflows, and SPSS-based machine learning segmentation into a reusable delivery framework.
We also standardized survey templates, data structures, and segmentation logic to automate customer insight generation across engagements.

Methods

Survey standardization
Qualtrics deployment
Alteryx ETL automation
SPSS clustering
ML-based segmentation
Insight automation

The result

$25K–$35K savings per project through accelerated delivery and reduced resource requirements.
Customer segmentation timelines reduced from 8–12 weeks to 4 weeks.
Reusable survey-to-segmentation pipeline configurable across industries and customer types without rebuilding workflows.

CASE STUDY 3

IT Market Assessment Accelerator for Scalable Market Sizing | Boutique Consulting firm | Industry Agnostic Tool

The problem

Market sizing engagements required extensive manual secondary research, taxonomy mapping, and QA/QC validation for every project, resulting in long delivery timelines and duplicated effort across engagements.
The engagement required a scalable market sizing infrastructure capable of automating forecast ingestion, data standardization, and quarterly refresh workflows.

IT Market Assessment Accelerator for Scalable Market Sizing | Boutique Consulting firm | Industry Agnostic Tool

What we did

We consolidated seven third-party IT forecast sources into a standardized integrated market data cube with additional industry and customer size dimensions.
We also built Alteryx workflows automating quarterly forecast refreshes, taxonomy mapping, anomaly detection, and QA validation to streamline market sizing delivery.

Methods

Market sizing automation
Alteryx workflow development
Forecast integration
Taxonomy standardization
QA automation
Data cube development

The result

~$2.5M in projects delivered using the reusable market sizing infrastructure.
Reduced market assessment timelines from 2–3 months to 2–3 weeks.
Saved approximately 2,500 man-hours per quarter through automation.

What we've delivered speaks for itself

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