Episode 007
Pricing policy in B2B: how to implement it on your platform
Two stages of implementing B2B pricing policy: auditing real discounts in CRM and ERP, then standardising rules that protect margin from drift.
Pricing complexity is one of the biggest barriers to B2B platform adoption. Michał Zabielski explains why, and how to tame it in two steps.
What complicates B2B pricing
Hidden prices only visible after login, customer pricing groups with different margins, multi-currency support, periodic and volume discounts, individual discounts granted manually by sales reps, and promotions running at the basket, category, or segment level. Each element on its own is simple, together they form a system that’s genuinely hard to automate.
Two stages of implementation
Audit: check the actual pricing policy across CRM, ERP, and order history, which often reveals that real discount distribution doesn’t match what the company claims on paper.
Standardisation: align pricing policy with company strategy, with clear rules that limit rep discretion while still leaving room for flexibility where it’s genuinely needed.
The payoff: margin protection against uncontrolled discount leakage, automated pricing based on customer behaviour, compliance monitoring, and incentives (discount tiers, loyalty programmes, VIP access) that trigger automatically. Zabielski sums it up in one line: the complexity of the software usually mirrors the organisational chaos behind it.
Does your B2B pricing policy live more in your reps’ heads than in the system? Get in touch with Endora for an audit before you implement.
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