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 theirexisting pricing tools and practices couldn’t supportfuture 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 theirpricing, AJ Products took the first step by implementingPROS - a powerful pricing software. But like anysophisticated tool, it could support transformation, butnot deliver it alone
To avoid the risk of the software becoming just anotherlayer of complexity, AJ Products brought in AIT, whoare specialists in both pricing technology and businesstransformation.
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 completesolutions, making it easier to price and sell complexproduct combinations in a coherent and customerfriendly way through multible sales channels
Making it easier to manage pricing across producthierarchies or geographies by linking follower pricesto a single or few leader inputs
Eliminating the reliance on fragmented spreadsheets –enabling better control over global pricing while stillallowing for tailored country-specific adjustments. This approach strengthens governance, improvesefficiency, and ensures discounting remains bothconsistent and strategic across markets.
What began as an implementation project evolved into
something with much more value. With the pricingfoundation 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 toinform pricing effectiveness,
create insights, anduncover new opportunities.
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