Link prices, discounts and mix to customer profitability and concrete commercial actions.
🧠 Commercial insight: See which customers and deals truly create or destroy value.
🤝 Sales partnership: Hold better conversations with sales and marketing about prices and discounts.
📈 Strategic choices: Support product, segment and contract decisions with clear profitability views.
Commercial controllers and finance business partners supporting customer, segment or channel profitability.
Project controllers evaluating customer project economics and long term contract profitability.
Knowledge: Strong grasp of P&L by customer or segment and experience with variance analysis.
Tools: Comfortable with spreadsheets and access to revenue, cost and volume data by customer or segment.
Map revenue and cost drivers for customer/segment profitability.
Build a customer profitability model to be refreshed regularly.
Analyze how prices, discounts and mix affect margins.
Turn profitability findings into commercial recommendations.
Eligibility: currently not eligible
Watch time: about 2.25 hours
Total learning: about 4.5 hours
Estimated credits: 3.0