We simplify quoting by connecting CRM, ERP, and e-commerce systems with CPQ. This reduces errors, shortens cycle times, and improves visibility into deal economics.
We help organizations set and manage prices with clarity and discipline. By aligning data, processes, and governance, we ensure pricing decisions support sustainable growth.
This white paper tells the story of how AJ Products embarked on a bold pricing digitalisation journey, and how ArticulateIT (AIT) became the partner that continues to help them unlock their full potential. With AIT’s unique approach of business understanding, technical expertise, and hands-on integration, they were able to enable AJ Products to move from being technologically on the backfoot to a frontrunner in their industry.
AJ Products is a leading provider of workplace solutions across Europe, with a complex pricing model made up of multi-market sales, bundled offerings, and varied discounting rules. But as digitalisation continued to reshape B2B sales at a rapid rate, pricing moved from a back-office concern to a primary business concern.
As the market evolved, AJ products knew their existing pricing tools and practices couldn’t support future growth. Managed manually in Excel, inconsistent across markets, and reliant on individual knowledge, their pricing approach left them exposed to errors, delays, and margin leakage.
Recognising the need to digitalise and centralise their pricing, AJ Products took the first step by implementing PROS - a powerful pricing software. But like any sophisticated tool, it could support transformation, but not deliver it alone.
To avoid the risk of the software becoming just another layer of complexity, AJ Products brought in AIT, who are specialists in both pricing technology and business transformation.
AIT started by shifting the conversation from features to outcomes:
This approach helped build a range of immediately impactful, but also scalable, solutions that worked for AJ Products and their employees
So AJ can better capture the value of complete solutions, making it easier to price and sell complex product combinations in a coherent and customer friendly way through multible sales channels.
Making it easier to manage pricing across product hierarchies or geographies by linking follower prices to a single or few leader inputs.
Eliminating the reliance on fragmented spreadsheets –enabling better control over global pricing while still allowing for tailored country-specific adjustments. This approach strengthens governance, improves efficiency, and ensures discounting remains both consistent and strategic across markets.
What began as an implementation project evolved into
something with much more value. With the pricing foundation stabilised, AJ Products and AIT shifted their
focus from fixing to future-proofing, identifying new
opportunities for growth and optimisation.
A new analytics initiative is now underway, using data to inform pricing effectiveness,
create insights, anduncover new opportunities.
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