Pricing Opportunity Framework: See What You’re Leaving on the Table

03/30/2026

2 min read

Table of contents

Use this framework to quantify pricing leakage from static lists, discount drift, and legacy terms—showing how these factors compound over time and highlighting the areas you should prioritize.

Step 1: Gather Your Inputs

This step helps you capture the core inputs needed to produce a directional estimate of pricing leakage. Enter your annual revenue, the share of revenue you can influence today, and the percentage of revenue that moves through quoting, price management, and price optimization.

Step 2: Apply Expected Impact Ranges

These ranges represent observed outcomes from pricing execution improvements — not projections. Applying them helps you quantify the magnitude of leakage based on the percentage of revenue tied to each pricing workflow.

Step 3: Calculate Your Potential Impact

Combine your inputs with the impact ranges to estimate the total revenue currently slipping through pricing processes. Add the low and high ranges across each area to see your directional estimate.

Methodology note: Uplift ranges reflect benchmarks across pricing optimization implementations. Results vary by business model, pricing maturity, and market conditions. Use these figures to orient a conversation, not to set a budget.'

What Your Number Means

This number estimates the annual revenue you could unlock by improving pricing execution—capturing value already in your business that’s often lost to quoting variance, discount leakage, and suboptimal pricing—and shows how even modest improvements can drive meaningful impact.

Important Note: The monetary revenue calculation is an estimate based on current assumptions and available data. Actual results may vary due to factors such as market conditions, operational changes, and unforeseen circumstances. This calculation is provided for informational purposes only and should not be considered a guarantee of future performance. We recommend conducting a detailed analysis before making financial decisions.