The Playbook: How Industrial Pricing Transformations Actually Work
By: Benjamin Garden, Managing Director, Iris Pricing Solutions You’ve probably seen the numbers. Industrial companies are leaving 3-5 margin points on the table, pricing teams are stuck in firefighting mode, and governance is consistently cited as the unlock. But knowing what’s possible isn’t the same as knowing how to get [...]
Rethinking Value in Healthcare & MedTech
Healthcare and MedTech leaders are entering 2026 in a very different decision-making environment than even two years ago. Inflationary pressure has cooled, but scrutiny over every dollar has intensified, particularly around new technologies that promise better outcomes but require organizational change to adopt. In this context, features alone are [...]
What We’re Hearing From Clients as They Plan for 2026 GalleryWhat We’re Hearing From Clients as They Plan for 2026
Crisis Management, Operational Excellence, Pricing Analytics, Pricing and Selling, Pricing Changes, Pricing Management, Pricing Optimization, Pricing Research, Pricing Transformation, Pricing Value
What We’re Hearing From Clients as They Plan for 2026
By: Ben Garden, Managing Director, Iris Pricing Solutions Across dozens of conversations from CFOs to pricing leaders to strategy teams, one theme keeps surfacing: Uncertainty is slowing decisions, but growth expectations haven’t slowed at all. For many organizations, 2024-2025 felt like managing through fog. Leaders are being asked to [...]
Are You Discounting to Win Customers, or Training Them to Wait? GalleryAre You Discounting to Win Customers, or Training Them to Wait?
Crisis Management, Pricing Analytics, Pricing and Selling, Pricing in Retail, Pricing Management, Pricing Research, Pricing Tools, Pricing Training, Pricing Transformation, restaurant pricing, Revenue Management, Tariff Pricing Strategy
Are You Discounting to Win Customers, or Training Them to Wait?
How companies can protect margins while meeting consumer expectations this holiday season. By: Ben Garden, Managing Director, Iris As companies enter the final quarter of 2025, the familiar challenge of holiday promotions has become far more complex. Consumers remain primed for Black Friday and year-end deals, yet the economic [...]
Unlocking the Value of AI in Emergency Care (Choreo-ED™)
AI innovators often build groundbreaking technologies, yet struggle to answer the most critical question: why would anyone pay for it? That’s the challenge X BY 2 Technology Consulting faced when launching Choreo-ED, a machine learning tool that predicts emergency department admissions hours in advance. They needed to understand [...]
The Diligence Blind Spot Costing Private Equity Millions
By: Ben Garden, Managing Director, Iris Pricing Solutions Our current market has resulted in private equity firms operating in a fundamentally different environment. High interest rates, compressed exit timelines, and heightened scrutiny from Limited Partners (LPs), have redefined what it takes to deliver consistent value creation. Traditional levers such as [...]
Increasing Portfolio Value with Pricing Transformation
Driving Value Creation Through Strategic Pricing: A Private Equity Case Study A leading private equity firm engaged Iris Pricing Solutions to address growing pricing complexity across its portfolio of industrial and manufacturing companies. With no in-house pricing expertise, the client faced increasing SKU proliferation, downward pricing pressure from [...]
Wait-and-See Is a Strategy. It’s Just Not a Good One.
Why Inaction on Pricing Is Quietly Costing Companies Millions By: Ben Garden, Managing Director, Iris Pricing Solutions Markets are jittery. Budgets are tight. Tariffs are unpredictable. And yet, across industries, the dominant pricing strategy seems to be... doing nothing. At Iris Pricing Solutions, we’ve had conversations with dozens [...]
Discount Dependence: A Growth Strategy That Quietly Kills Margin
Why Leading Firms Are Rethinking the Role of Discounting in 2025 In times of uncertainty, discounting is often the fastest lever companies reach for to protect volume. It's immediate. It's measurable. And when volume slows, it can appear to be the most direct path to recovery. But discounting [...]
Why AI in Pricing Still Hasn’t Reached Its Promised Potential
Insights from 30+ senior pricing leaders on the real barriers to AI adoption—and what needs to change. By: Benjamin Garden, Managing Director, Iris Pricing Solutions We know. Another article about AI. The buzz is constant. The content is everywhere. It’s easy to feel like every possible angle on artificial [...]
Is Global Trade Making Pricing Strategy Impossible to Navigate?
By: Ben Garden, Managing Director, Iris Pricing Solutions What was once speculative has now become an active and fast-evolving chapter in global trade. In April 2025, the United States announced a new tariff framework that included a baseline 10% import duty, alongside reciprocal tariffs targeting 57 countries. As of April [...]
The Power of Storytelling in Pricing: Bridging Analytics and Influence
By: Benjamin Garden, Managing Director, Iris Pricing Solutions Pricing leaders operate in an environment where decisions must be driven by data, yet data alone rarely compels action. As Nobel laureate Daniel Kahneman noted, "No one ever made a decision because of a number. They need a story." While pricing analytics [...]
Streamlining Pricing and Operations Post-Acquisition
Unified Strategies to Align Pricing, Freight, and Discounts Across Two Integrated Businesses Background Our client, a $300M manufacturing company, needed to optimize pricing structures and align strategies for its HVAC reflective insulation products after acquiring a competitor. Key challenges included: Integrating pricing, rebate, and discount structures between the two [...]
Pricing Trends 2025: Winning in a Market That’s Had Enough
Consumers are going to low-price stores more and buying less per visit. They're opting more frequently for generics over name brands, per Jefferies analyst Corey Tarlowe. Justin Sullivan/Getty Images By: Ben Garden, Managing Director, Iris Pricing Solutions Now that 2025 is underway, pricing leaders are navigating an increasingly complex landscape. [...]
2025 Pricing Playbook: Is Your Strategy Ready for Tariff Volatility?
By: Ben Garden, Managing Director, Iris Pricing Solutions As media coverage intensifies around potential tariffs, business leaders are feeling the pressure to adapt quickly and strategically. The 2025 landscape is defined by uncertainty—a dynamic mix of geopolitical tensions, evolving policies, and trade disruptions. With the potential for new tariffs, particularly [...]
Ticketmaster’s Dynamic Pricing Challenge with Oasis Tickets
Original Source: The Drum By: Ed Heskins, Head of Pricing, Europe, Iris Pricing Solutions When Liam and Noel Gallagher, the enfants terrible, feuding brothers and poster children for the 90s Britpop movement, announced that they had set their differences aside long enough to take the band on tour again, [...]
Winning the Restaurant Price War: Proven Strategies for Success
The restaurant industry is currently facing a challenging landscape as soaring food prices and inflation have softened demand across the sector. As consumers become more price-sensitive, many are turning away from fast-food chains in favor of preparing meals at home or choosing healthier dining options, even if they cost slightly [...]
Crafting a Value-Based Pricing Strategy for Success GalleryCrafting a Value-Based Pricing Strategy for Success
Industries & Clients, Industry Examples, Our Services, Pricing Management, Pricing Optimization, Pricing Research, Pricing Strategy, Pricing Training, Pricing Transformation, Pricing Value, Revenue Management
Crafting a Value-Based Pricing Strategy for Success
Background Our client is a North American-based manufacturer with annual revenue exceeding $100MM. Their expertise lies in crafting cooling solutions tailored for a wide range of vehicles, extending from trucks of all sizes and motor coaches to buses, alongside equipment used in construction, agriculture, and mining. Additionally, they provide [...]
Pricing New Innovations: Challenges and Strategies for Success GalleryPricing New Innovations: Challenges and Strategies for Success
Our Services, Pricing Analytics, Pricing and Selling, Pricing Changes, Pricing in Pharmaceuticals, Pricing Management, Pricing Research, Pricing Strategy, Revenue Management
Pricing New Innovations: Challenges and Strategies for Success
Bringing new innovations to market poses significant challenges, especially when it comes to pricing. Without benchmarks, historical data, or clear price elasticity models, businesses often struggle to determine the right price for a groundbreaking product. Let's explore the key aspects of pricing new innovations and strategies to overcome these [...]
Why Take on a Pricing Transformation Initiative?
Why Take on a Pricing Transformation Initiative… Is the Juice Worth the Squeeze? Many business leaders intuitively understand that disciplined pricing can boost profits. This could involve streamlining pricing processes or empowering the sales team to reduce the need for sharp discounts. However, despite the strong ROI of investing in [...]
