1) Power of data – Use data analysis for new insights and to balance inherent intuition
2) Mitigate risk – Understand risks and mitigate potential negative effects, pilot before full roll out
3) Timing – Use timing triggers to increase acceptance rate of commercial changes
4) Rationale – Be proactive and ensure that commercial changes “make sense” for the customer
5) Psychology – Educate on common psychological pitfalls to break old habits
6) Guidance driven by experience and results – Use a fact-based approach to anchor initiatives and inspire the organization by introducing success stories to show “it is possible”
7) Work together – Gain trust, share common pitfalls from real life cases and share the pricing optimization tool box
