Our approach
The pricing universe
Price Setting covers pricing structure and offer design. Price Getting covers people and systems and commercial execution. Both draw on the same business context and evidence, and an engagement can work on one part or several.
We start every engagement by reviewing your business through interviews and analysis. What we learn shapes the work in both halves.
Select a topic to see what it covers.
Pricing structure
The ownership, policies, and decision rights behind pricing, including how realized prices, exceptions, and commercial outcomes are monitored.
The overall way a business charges for its offer, such as a subscription, a usage-based charge, a one-time purchase, or a combination.
The unit used to calculate the charge, such as a user, transaction, site, or unit consumed.
Standard purchasing arrangements that govern how eligible customers commit to and acquire the offer.
How the price changes with purchase quantity or committed volume, including tiers, thresholds, and commitments.
How the commercial offer and pricing adapt across markets, including local currency and market requirements.
How prices and commercial terms work across direct and indirect routes to market.
Offer design
What is offered, which features or services are included, and how customers choose among versions or tiers.
How the offer is presented, sold, and negotiated in a way that supports the intended pricing practice.
Planned offers for defined customers, occasions, or periods, with clear eligibility and commercial objectives.
How distinct products or services are sold together and priced as a combined offer.
The standard starting price for an offer before negotiated discounts and other deal-specific adjustments.
People and systems
How the people applying pricing learn the offer, the pricing logic, the rules, and the decisions they are authorized to make.
The explanations, evidence, and practical tools sellers use to communicate value and apply the pricing practice.
Whether sales incentives support the pricing practice, and where they are misaligned.
Blue Rocket evaluates the incentives and identifies any misalignment. It does not develop the sales compensation plan.
The pricing rules, tools, and workflows that put commercial decisions into use.
Depending on scope, Blue Rocket evaluates, designs, and implements them, including integrations, changes within quote-to-cash systems, or tools built for the client.
Commercial execution
The rules and practices for applying discounts in line with deal economics, with clear authority, justified exceptions, and visibility into results.
When prices are introduced, changed, and applied over the customer relationship.
The commitments and conditions that affect deal economics beyond the quoted price, such as contract duration and service commitments.
The approval process and authority for individual deals, including how departures from standard pricing and terms are justified and recorded.
How post-sale customer practices support value realization and the ongoing commercial relationship.
How fulfillment of the promised product or service supports the commercial offer and its economics.
How and when payment is accepted, and the terms and practices that support collection of the agreed cash.
A change to one part usually depends on others. A new price list, for example, depends on the packages it applies to, the discount rules around it, and how quoting uses it, so we look at how the parts affect each other before recommending a change.
An engagement starts with interviews across the business and a review of your data, processes, and product portfolio. That evidence produces our observations and recommendations. Where the engagement continues, it moves into the design and rollout of the changes.
Interviews across the business
Data · Processes · Product portfolio · External data
We review your commercial model, data, customers, and the processes your teams use to make and apply pricing decisions.
Interviews across the business
Data · Processes · Product portfolio · External data
We review your commercial model, data, customers, and the processes your teams use to make and apply pricing decisions.
Observations · Recommendations
We develop the pricing, packaging, and discounting recommendations and identify the decisions you need to make.
Typical changes
Pricing committee and governance · Packaging and pricing changes
We turn approved decisions into rules, responsibilities, and processes, and design the system and knowledge base where implementation is in scope.
Typical changes
Quoting and discount improvements
We put the approved decisions into practice: products and price lists your teams can transact, discount management, and pricing systems and sales enablement, with the agreed system and knowledge base where implementation is in scope.
Every engagement starts with Assess and Recommend. Some continue into Design, and fewer into Operationalize, where the decisions are put into practice. Operationalize is designed to run longest.
Who does the work
Pricing work turns on judgment: which evidence to rely on, which customers an offer is for, and how much discretion a deal team should have. The partners who make those judgments conduct the analysis, develop the recommendations, and do the design and implementation work. You work with them directly throughout the engagement.
An engagement can address a specific question or a broader redesign. Some end with the recommendations. Others continue through design, implementation, and handoff.
A defined piece of work, from a specific pricing question to a broader redesign of the commercial model. Every engagement includes Assess and Recommend, and some continue through design, implementation, and handoff.
Where implementation is in scope, we agree the acceptance criteria before building, and your team operates the delivered system after handoff. Blue Rocket does not run it as a managed service.
A partner works inside your team for an agreed period, most often as your pricing team before you have one of your own, alongside your finance, product, and sales leaders.
When a company needs to change direction, our partners advise boards and leadership teams and, when needed, take on interim roles such as head of product, head of engineering, or head of sales.
How we use these systems in our own work, and how we create your in-house knowledge base from your company's data.